Whiteboard Selling: Empowering Sales Through Visuals

Chapter 25

Field Enablement Options

The Whiteboard Selling approach provides a sales training and enablement model unlike any I've witnessed. Most sales training approaches are heavy on process and light on how to actually communicate solution value to customers and prospects at the point of sale. Whiteboard Selling, on the other hand, is entirely focused on how to engage in confident and compelling C-level communications with interactive, visual presentations. This visual storytelling approach to sales enablement is ideal to ensure that enterprise sales personnel are elite executive presenters—ready and able to make corporate messaging relevant and well-differentiated from the competition.

—Christopher Thomas, VP Sales, CA Technologies

Once a whiteboard pilot is completed and feedback incorporated, you are now in a position to confidently launch whiteboard training to the field. Developing a whiteboard is a great first step, but stopping there really misses the whole point of the endeavor, which is equipping sales with a set of tools, skills, and ultimately that critical element of knowledge ownership to raise their game when engaging with customers and prospects with confidence. The question is, when can you start seeing ROI from the whiteboard design phase? The answer is whiteboarding enablement.

Whiteboard enablement and training for the field comes in many flavors, but the ultimate goal is twofold. The first is to enable sales to have mastery of the whiteboard content, structure, ...