Index
A
Aberdeen Research
activities. See whiteboard activities
Adams, Scott
Adobe Acrobat
See also slide presentation software
alternative and assumptive closes
“always be closing” (ABC)
Are We a Fit? Qualification and Discovery Whiteboards
attention spans
audiences, for testing
audiences, whiteboard
B
Baldwin, Alec
battle cards, for messaging
Bell, Brian
best practices. See whiteboard presentation best practices
Bic four-color ballpoint pens
body language
Bulwer-Lytton, Edward
Buscemi, Steve
Business Case Whiteboards
about
next steps and actions for
when to use
Buying Criteria Solution Whiteboards
C
cameras
certification, whiteboard
cheat sheets, for messaging
Christoff, Kalina
CleanCool technology
Closing Whiteboards
about
next steps and actions for
when to use
communication, slides and
competitive differentiators
competitive documents, for messaging
Competitive Whiteboards
about
Competitive Retrofit— Buying Criteria Whiteboards
Cost/Risk to Value Whiteboards
examples of
Four-Quadrant Typical Approach Whiteboards
next steps and actions for
types of
when to use
computers, invention of
confidentiality, risks to
confirmations
controlled studies
Cool Road Trucking case study
about
in Are We a Fit? Qualification and Discovery Whiteboards
in Buying Criteria Solution Whiteboards
in Closing Whiteboards
in Competitive Retrofit Whiteboards
in Competitive Whiteboards for
in Cost/Risk to Value Whiteboards
in Day-in-the-Life Level Solution Whiteboards
key references and case studies
in Level Set Wheel Solution Whiteboards
in Mountain Solution Whiteboards
success of
unique company capabilities of
whiteboard content elements
in Why Change Whiteboards
Corporate Visions, Inc.
credibility
earning with customers
slides as harmful to
CRM integration
customer engagement
communication and slides
information processing and attention spans
pens vs. slide presentation software
presentation stance and body language for
customer stories
customization, problems with
D
Day-in-the-Life Level Solution Whiteboards
Dead Zone
“death by PowerPoint”
design. See whiteboard design process
Diamond Pitch
digital papers
Discovery Whiteboards. See Qualification and Discovery Whiteboards
discussion frameworks. See stories and storytelling
Don't Waste My Time Qualification Whiteboards
E
education. See sales training and education
Einstein, Albert
e-learning. See online learning; sales training and education
electronic slides. See slide presentation software
Emeril (chef)
enablement. See field enablement options
evangelists and thought leaders
eye contact
F
field enablement options
Large-Scale Whiteboard Symposium Case Study
new hire training
online and e-learning for
Regional Symposium Approach
remote symposiums
Whiteboard Symposium approach
field personnel
flipcharts
Flip Video
flow and flexibility, as sales method
foils, presentation
Food-All-Right/Foody's Fresh Foods. See Cool Road Trucking case study
Forrester Research, x
Four-Quadrant Time and Knowledge Qualification Whiteboards
Four-Quadrant Typical Approach Whiteboards
FridgeRoad magazine
full life cycle services capability
G
Garber, Angela
Gaskins, Robert
Glengarry Glen Ross (film)
Google searches
for confidential information
for “death by PowerPoint”
grabber statements
H
Harvard Graphics
I
IBM
information processing
attention spans and sensory channels
story formats and
interaction points
K
key performance indicators (KPIs)
kickoffs
for preparing designs
slides for sales training in
in Whiteboard Symposium Approach
knowledge ownership
sales cycle shortening and
subject matter expertise for sales
whiteboard certification for
L
Lagasse, Emeril
Lasseter, John
Learning Management Systems (LMSs)
Level Set Wheel Solution Whiteboards
listening, to customers
lizard brain
lunch-and-learns
lunch whiteboards
M
markers. See pens and markers
marketing managers and staff
self-assessment for slide addiction
whiteboard preparation guidelines for
for working teams
McCarthy, Ted
message inventories
information sources for
taking
whiteboard preparation guidelines for
Microsoft
mirror neurons
Mountain Solution Whiteboards
N
names, whiteboard
nationwide networks
New York Times
next steps, for sales
O
objection reframes
Old Brain
online learning
confidentiality risks in
digital papers and
e-learning videos and modules
paths and methods for
web conferencing software
open-ended questions
overhead projectors
P
packaging. See whiteboard packaging
Papershow software
Paradi, David
PDF files
penmanship
pens and markers
as engaging and interactive vs. computers
as lighter load vs. slides
pen-enabled systems vs. slides
“power of the pen” concept
presentation prep and choosing
Pens Quick Access Toolbar (QAT)
Peters, Tom
playbooks, for messaging
points of contact
post-training web surveys
PowerPoint
as competitive weapon vs. whiteboards
corporate focus on
“death by PowerPoint”
laziness in presentations and
productivity drain and negative impact of
static nature of vs. interaction
when to use vs. whiteboards
for whiteboard packaging
See also slide presentation software
preparation and preparedness
PowerPoint and lack of
practice and repetition for
slides and projectors, problems for
for whiteboard design process
whiteboard presentation best practices
primal brain
product management staff
product/solution messaging
Progressive Disclosure
projectors
proof points
customer stories for
key questions to ask and
for whiteboard content
Q
Qualification and Discovery Whiteboards
about
Are We a Fit? Qualification and Discovery Whiteboards
choosing
Don't Waste My Time Qualification Whiteboards
Four-Quadrant Time and Knowledge Qualification Whiteboards
next steps and actions for
situational fluency in
when to use
quantitative metrics
for Business Case Whiteboards
measuring success
Quick Access Toolbar (QAT)
R
Ramachandran, V. S.
remote whiteboarding
Richelieu; Or the Conspiracy (Bulwer-Lytton)
RideCold Ratings
role-play-based learning
Rowland, Steve
S
Sales Benchmark Index
sales cycles
lengthened by slide presentation software
shortened by having knowledge ownership
shortened by using whiteboards
sales enablement teams
sales managers and leaders
as audience for testing
self-assessment for slide addiction
whiteboard preparation guidelines for
for working teams
sales process and selling
“always be closing” (ABC)
Dead Zone in
five sales disciplines
next steps, importance of knowing
slides as harmful to
when to use whiteboards in
See also visual selling
sales tools, for messaging
sales training and education
e-learning videos and modules
lunch-and-learns
new hire training
online learning
post-training web surveys for
role of slides in
whiteboard lunch-and-learns
self-assessment test, slide addiction
sensory channels
Singer, B. Seymour
situational fluency
about
in Are We a Fit? Whiteboards
for Solution Whiteboards
whiteboard content elements and
in Whiteboard Symposium Approach
slide presentation software
confidentiality risks using
corporate focus on
“death by PowerPoint”
electronic slides vs.
invention of
laziness in presentations and
pre-slide presentation software methods vs.
productivity drain and negative aspects of
projectors vs.
sales cycles lengthened by
for sales training
self-assessment for addiction to
static nature of vs. interaction
when to use vs. whiteboards
slide projectors
software and computers
personal computer, invention of
Quick Access Toolbar (QAT)
web conferencing software
See also PowerPoint; slide presentation software
Solution Whiteboards
about
Buying Criteria Solution Whiteboards
Day-in-the-Life Level Solution Whiteboards
delivered in person vs. remote
design guidelines for
Level Set Wheel Whiteboards
messaging content for
Mountain Solution Whiteboards
next steps and actions for
situational fluency and
when to use
Status Quo Disruption Whiteboards
See also Why Change Whiteboards
stories and storytelling
from customers for proof
discussion frameworks and stories
flow and flexibility in
power and benefits of
speed and pacing in
story design skills, importance of
in whiteboarding vs. slides
storyboards, for messaging
success, measuring
symposium approaches
T
teams. See working teams
telephone conversations, whiteboards for
TempTrust technology
testing whiteboards
third parties
for testing whiteboards
working team templates for
Thomas, Christopher
time management
topics, choosing
training. See sales training and education
transparencies
trial sales closes
trusted partners, for testing
“typical approaches”
V
videos
activity recording self
for e-learning and enablement
recording for whiteboard packaging
visual selling
about
power of the pen and
whiteboarding for
whiteboard vs. visual thinking in
without whiteboarding or slides
W
Wall Street Journal
Wall Why Change Whiteboards
web-based surveys
web conferencing software
Weinschenk, Susan
whiteboard activities
about
Are We a Fit? Qualification Whiteboards
Business Case Whiteboards
Buying Criteria Solution Whiteboards
Closing Whiteboards
company capabilities list
Competitive Whiteboards
Cost/Risk to Value Whiteboards
Day-in-the-Life Level Solution Whiteboards
design and color
first whiteboard initiatives
Level Set Wheel Whiteboards
Mountain Solution Whiteboards
packaging whiteboards
testing whiteboards
videos for presenting
Why Change Whiteboards
working teams, forming
whiteboard case studies. See Cool Road Trucking
whiteboard certification
whiteboard content elements
about
as confidential information
examples of
flow of the visual story and
interaction points
for message inventories
whiteboard design process
colors, using
formalizing designs
message inventories and content for
naming whiteboards
preparing for
storyboards vs. whiteboards
story design skills, importance of
topics, choosing
whiteboard enablement. See field enablement options
whiteboard packaging
about
key questions to ask
objection reframes, adding
professional visuals, creating
into sales tools
whiteboard video recording
whiteboard presentation best practices
engagement and body language
lunch whiteboards
pens and markers
practice and repetition
preparation and preparedness
remote whiteboarding
silence, avoiding
speed and pacing
stance and position
time management
web conferencing
whiteboards, building
message inventories, taking
packaging whiteboards
topics, choosing
whiteboard designs, formalizing
working teams, forming
Whiteboard Symposium enablement option
whiteboard types
about
Business Case Whiteboards
Closing Whiteboards
Competitive Whiteboards
Qualification and Discovery Whiteboards
Solution Whiteboards
Status Quo Disruption Whiteboards
when to use
Why Change Whiteboards
Why Change Whiteboards
about
Are We a Fit? Whiteboards vs.
Closing Whiteboards for
next steps and actions for
The Wall Why Change Whiteboards
Wikipedia
working teams, forming
working team templates
about
company/solution key messages
competitive focus
delivered by roles
high-level market trends and themes
key references and case studies
target complete date
third party recognition
whiteboard audience
whiteboard names
Wright, Orville
