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<p>Foreword<i> Scott Santucci </i>ix</p> <p>Introduction 1</p> <p><b>Part 1 The End of the Age of Slides 7</b></p> <p>Chapter 1 The Role of Presentation Slides in Today’s Sales Culture 9</p> <p>Chapter 2 The Role of Slides in Today’s Sales Training 21</p> <p>Chapter 3 Self-Assessment 29</p> <p><b>Part 2 The Visual Selling Opportunity 35</b></p> <p>Chapter 4 The Power of the Pen 37</p> <p>Chapter 5 The Science Behind Whiteboard Selling 43</p> <p>Chapter 6 Old Disciplines, New Behaviors 47</p> <p><b>Part 3 What Exactly Is a Whiteboard for Sales? 57</b></p> <p>Chapter 7 When to Use Whiteboards in the Sales Process 59</p> <p>Chapter 8 The Major Whiteboard Types 65</p> <p>Chapter 9 Whiteboard Case Study 73</p> <p>Chapter 10 Whiteboard Structure, Flow, Content, and Interaction Points 79</p> <p>Chapter 11 Qualification and Discovery Whiteboards 85</p> <p>Chapter 12 Why Change Whiteboards 97</p> <p>Chapter 13 Solution Whiteboards 107</p> <p>Chapter 14 Competitive Whiteboards 127</p> <p>Chapter 15 Business Case Whiteboards 143</p> <p>Chapter 16 Closing Whiteboards 151</p> <p><b>Part 4 Building a Whiteboard for Sales 159</b></p> <p>Chapter 17 Are You Ready to Whiteboard? Not So Fast! 161</p> <p>Chapter 18 Choosing the Right Topic for Your Whiteboard 167</p> <p>Chapter 19 Forming a Working Team 171</p> <p>Chapter 20 Taking a Message Inventory 177</p> <p>Chapter 21 The Working Team Template 181</p> <p>Chapter 22 Formalizing Your Whiteboard Design 191</p> <p>Chapter 23 Packaging Your Whiteboard 195</p> <p><b>Part 5 Enabling the Field 203</b></p> <p>Chapter 24 Whiteboard Test Drive 205</p> <p>Chapter 25 Field Enablement Options 209</p> <p>Chapter 26 Measuring Success 217</p> <p><b>Part 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind? 223</b></p> <p>Chapter 27 Whiteboard Presentation Best Practices 225</p> <p>Conclusion 235</p> <p>About Corporate Visions, Inc. 237</p> <p>Index 239</p>

<p><b>COREY SOMMERS</b> is the Senior Vice President of Whiteboard Strategy at Corporate Visions. Corey is also the cofounder of WhiteboardSelling, where he was Chief Marketing Officer. Throughout his career as a Sales Enablement leader, Corey's passion has been bridging the gap between marketing and sales at enterprise-class organizations. Prior to WhiteboardSelling, Corey helped build sales enablement organizations at companies including BMC Software and VMware. He was also a founder of Ventaso, a leading provider of sales-ready messaging software and tools.</p> <p><b>DAVID JENKINS</b> is the cofounder of WhiteboardSelling, where he was CEO. David is a Sales Best Practices leader with a focus on sales execution and the measurable delivery of customer value. Before founding WhiteboardSelling, he was Director of Worldwide Professional Services Sales for BMC Software, where he worked as a thought leader and evangelist for BMC's Business Service Management strategies and solutions.</p>

<p><b>Engage your customers through powerful visuals</b></p> <p>Free your sales force from relying on slides and other static sales tools that bore your prospects. <i>Whiteboard Selling</i> offers a step-by-step approach to transforming your message and selling style through powerful visuals that inspire and engage potential customers. Get practical guidance and skills that enable marketing and sales teams to quickly adopt visual storytelling for today's fast-moving, competitive selling environment.</p> <p>You'll learn how to:</p> <ul> <li>Take a sales message inventory</li> <li>Design your visual stories</li> <li>Empower your sales force to tell the story</li> <li>Leverage the latest whiteboarding technology</li> </ul> <p>With nothing more than a few dry erase markers or just a pen and paper, you and your teams can deliver effective presentations that hold your customers' attention and differentiate you from the competition who are still using slides.</p>

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