Whiteboard Selling: Empowering Sales Through Visuals

Chapter 24

Whiteboard Test Drive

Let's recap where we are so far, in the following six steps:

1. You are by now convinced that visual storytelling is a better way to foster a two-way dialogue, build trust, and communicate unique value to your customers and prospects compared to slides (if not, go back and reread Parts 1 and 2, or put down the book).

2. You are familiar with the various whiteboard types (No? Please turn back to Part 3.)

3. You've put in place the resources (content and people) required to be successful with a whiteboard project.

4. You have confirmed your existing messaging and broken it out into the necessary whiteboarding ingredients using the Working Team Template.

5. You've spent about a month iterating with your working team to ensure your story is on point and achieves the whiteboard objectives you established at the beginning of the process, and you've gotten buyoff from higher level executives and stakeholders that the whiteboard narrative is consistent with their view of the organization's overarching strategic objectives and initiatives.

6. You have designed and packaged one or more of the whiteboard examples showcased in earlier chapters, and perhaps even videotaped yourself or a colleague delivering the whiteboard.

So now what? It would seem intuitive to roll out your whiteboard tools and videos, and begin formal enablement programs to train sellers on how to deliver the whiteboard in a confident, compelling, and consistent fashion to prospects and ...