Table of Contents
Is Selling with Visuals a New Idea?
Is It the Whiteboard That Matters?
Part 1: The End of the Age of Slides
Chapter 1: The Role of Presentation Slides in Today's Sales Culture
Have We Moved Forward or Backward?
How Slides Harm the Sales Process
Chapter 2: The Role of Slides in Today's Sales Training
Where Did That Slide Come From?
Chapter 3: Self-Assessment: Are You Slide-Addicted?
Part 2: The Visual Selling Opportunity
Chapter 4: The Power of the Pen
“I Don't Need a Sword—I Already Whiteboard”
“I Don't Need Slides or a Whiteboard”
Be Different!—And Lighten Your Load at the Same Time
Chapter 5: The Science Behind Whiteboard Selling
Grabbing the Pen, Not the Computer
Chapter 6: Old Disciplines, New Behaviors
Earn the Right and You'll Earn the Business
Prove You're Listening. “Shhhhh—These Whiteboards Have Ears!”
Be the Subject Matter Expert! You'll Never Write Something on the Whiteboard That's Not in Your Head
Close for Next Steps. Only Then Put the Cap on the Pen
Part 3: What Exactly Is a Whiteboard for Sales?
Chapter 7: When to Use Whiteboards in the Sales Process
The Whiteboard Lunch-and-Learn
Chapter 8: The Major Whiteboard Types
Qualification and Discovery Whiteboards
Chapter 9: Whiteboard Case Study
Company Name: Cool Road Trucking
Cool Road's Unique Capabilities
Foody's Fresh Food's Current Situation and Challenges
Chapter 10: Whiteboard Structure, Flow, Content, and Interaction Points
Whiteboard Architecture Examples
Chapter 11: Qualification and Discovery Whiteboards
The Four-Quadrant Time and Knowledge Qualification and Discovery Whiteboard
The Don't Waste My Time Qualification and Discovery Whiteboard
The Are We a Fit? Qualification and Discovery Whiteboard
Chapter 12: Why Change Whiteboards
The Wall Why Change Whiteboard
Chapter 13: Solution Whiteboards
The Buying Criteria Solution Whiteboard
The Mountain Solution Whiteboard
The Day-in-the-Life Solution Whiteboard
Chapter 14: Competitive Whiteboards
Competitive Whiteboard Examples
Chapter 15: Business Case Whiteboards
Chapter 16: Closing Whiteboards
Part 4: Building a Whiteboard for Sales
Chapter 17: Are You Ready to Whiteboard? Not So Fast!
Marketing Managers and Executives
Preparing for Your Whiteboarding Initiative
Chapter 18: Choosing the Right Topic for Your Whiteboard
Chapter 19: Forming a Working Team
The Working Team's Core Responsibilities
Who Should Be on the Working Team?
Who Shouldn't Be on the Working Team?
Chapter 20: Taking a Message Inventory
Chapter 21: The Working Team Template
High-Level Market Trends and Themes
Company/Solution Capabilities Must be “Binary”
Competitive Focus and Silver Bullets
Key References and Case Studies
Chapter 22: Formalizing Your Whiteboard Design
Basic Whiteboard Design Guidelines
Chapter 23: Packaging Your Whiteboard
Packaging Your Whiteboard into Sales Tools
Chapter 24: Whiteboard Test Drive
Chapter 25: Field Enablement Options
The Whiteboard Symposium Approach
Large-Scale Whiteboard Symposium Case Study
The Regional Symposium Approach
Part 6: You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind?