Customer Whiteboard Webinar
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Transcript of Customer Whiteboard Webinar
Corporate Visions acquires WhiteboardSelling
Typical Sales Methodologies
Leaders in Visual Storytelling
• Point of View Pitches • Power Messaging
• Whiteboards • Art of Whiteboarding
A door-opening brand and concept A soon to be published book
Great customers, proven experience and many advocates
New Brain Designed for Analysis
Old Brain Designed for Survival
Reaching your Prospect’s Brain
Decision-Making Engine
Whiteboard Selling Methodology
Demand Creation
Solution Presentation
Customer Conversations
DEVELOP DEPLOY DELIVER
Whiteboard Selling Methodology
Demand Creation
Solution Presentation
DEVELOP DEPLOY DELIVER
Customer Conversations
Point of View Whiteboard Loosen the status quo
Solution Whiteboard Differentiate from competitors
Status Quo Threatened
Identify New Needs
Define Solution
Identify Viable Vendors
Review Approaches
Make Decision
-3 -1 +1 +2 +3 -2
DEVELOP
You
Them
Status Quo
65% 35%
Your differentiators that help overcome
their barriers
Barriers to reaching objective
Your prospect’s objective:
Your Power Position:
<Business Pain 1>
<Business Pain 2>
<Business Pain 3>
Why Change? Why Us?
Point of View Whiteboard
Differentiation Whiteboard #1
Differentiation Whiteboard #2
Implementation Whiteboard #1
Implementation Whiteboard #2
Whiteboard Selling Methodology
Demand Creation
Solution Presentation
DEVELOP DEPLOY DELIVER
Customer Conversations
DEPLOY
DEPLOY
You
Them
Status Quo
65% 35%
Your differentiator
s that help overcome
their barriers
Barriers to reaching objective
Your prospect’s objective:
Your Power
Position: <Business
Pain 1>
<Business
Pain 2>
<Business
Pain 3>
Point of View Whiteboard Loosen the Status Quo
and show “Why Change”
Power Position Whiteboard Set up your unique solution
to show “Why You”
Coaching Guide
Script and Storyboard Demonstration Example Online Version Follow-up Version
Coaching Video Presentation Customer Video
Whiteboard Workbench
Create, Update, Manage, Store
Whiteboard Selling Methodology
Demand Creation
Solution Presentation
DEVELOP DEPLOY DELIVER
Customer Conversations
DELIVER
DELIVER
DELIVER
Whiteboard Selling Methodology
Demand Creation
Solution Presentation
DEVELOP DEPLOY DELIVER
Customer Conversations
Point of View Whiteboard
• Sales Coaching Guide
• Sales Coaching Video
• PowerPoint Version w/script
• Customer-Facing Video
3- Power Position Story
Conversation Roadmap
3 Demand Gen Campaigns
• 3 Emails
• 3 Videos
• 3 Visual Perspective Papers
• 3 First-Call Prompters
Power Position Whiteboard
• Sales Coaching Guide
• Sales Coaching Video
• PowerPoint Version w/script
• Customer-Facing Video
Why Change? Why Us?
Visual Storytelling Solution
You
Them
Status Quo
65% 35%
Your differentiators that help overcome
their barriers
Barriers to reaching objective
Your prospect’s objective:
Your Power Position:
<Business Pain 1>
<Business Pain 2>
<Business Pain 3>
1) Email Copy Drive reader to video
4) First-Call Prompter Ensure consistent hand-off
2) Video Power Play Loosens status quo
3) Visual Perspective Paper Documents Point of View
Visual Demand Gen Campaign
Status Quo Threatened
Identify New Needs
Define Solution
Identify Viable Vendors
Review Approaches
Make Decision
Demand Generation Sales Execution
-3 -1 +1 +2 +3 -2
Marketing and Sales Alignment
Marketing
Sales
You
Them
Status Quo
65% 35%
Your differentiators that help overcome
their barriers
Barriers to reaching objective
Your prospect’s objective:
Your Power Position:
<Business Pain 1>
<Business Pain 2>
<Business Pain 3>
Documented Impact
Questions?