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Whiteboard Selling: Empowering Sales Through Visuals Paperback – 12 Apr 2013


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From the Back Cover

Engage your customers through powerful visuals Free your sales force from relying on slides and other static sales tools that bore your prospects. Whiteboard Selling 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. You′ll learn how to: Take a sales message inventory Design your visual stories Empower your sales force to tell the story Leverage the latest whiteboarding technology 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.

About the Author

COREY SOMMERS 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. DAVID JENKINS 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.

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Amazon.com: 39 reviews
11 of 11 people found the following review helpful
I wish I had this 3 years ago - All you ever need to know about whiteboarding 11 Aug 2013
By Mark Gibson - Published on Amazon.com
Format: Paperback Verified Purchase
I had the privilege of working closely with author Corey Sommers as a consultant for two years until Whiteboard Selling was sold to Corporate Visions in late 2012. This review of the book Whiteboard Selling - Empowering Sales through Visuals, by Corey Sommers and David Jenkins is an insider's perspective.

I wish I had this book when I started working with WhiteboardSelling in December 2010, as it would have accelerated my learning curve.
whiteboardselling cover.

I learned the craft and art of whiteboarding by observation, sitting with Corey Sommers as he went through each aspect of the Whiteboard Selling process, including:
* Kicking off the session with the client,
* Conducting the brainstorming message workshop,
* Coming up with the initial visual concepts,
* Scripting out the whiteboard story,
* Getting the whiteboard approved, and
* Training the sales teams to do the whiteboard.
Thanks to Corey and Dave, this process is now in the public domain and open to anyone to use.

The book is well-written and well worth the meager investment for anyone interested in whiteboarding.
Here's why you should buy it.

Get Clear About Your Value Proposition

In the two years with Whiteboard Selling, the typical client-messaging baseline for developing the whiteboard was 5/10 for clarity.

Messaging existed in the form of PowerPoint, .pdf's and ideas in various contributor's heads. The process of defining the whiteboard story is clearly outlined in the book and helps the whiteboard author to clarify the buyer's issues and to focus conversation on relevant product or service capabilities using the right whiteboard structure for the buyers maturity in their buying process.... this is important!
There is a difference between a "Why Change" whiteboard story for a first call on a prospective customer and a "Why Me" whiteboard story at a closing meeting on a prospective new customer.

The differences are spelled out in the book and will help salespeople go from a 5/10 for clarity to a 9 or a 10 by the time they complete the whiteboard development process. Whiteboard styles and design templates are included for each stage in the buying process.... these are invaluable for rookie whiteboarders.

Get Salespeople to do Product Training with a Whiteboard

Despite best efforts of product managers in sales kick-off training sessions, very little is retained from a typical PowerPoint based product training session. The only thing memorable most salespeople bring home from a typical sales kickoff event is hangover.

Magic happens when you engage salespeople to do the product training using a whiteboard. The process of iterative role-playing - of presenting and watching and listening to the whiteboard development repeatedly, engages the whole brain and all of the senses.

I observed thousands of salespeople walk into training rooms having never seen the whiteboard story and doubting their ability to whiteboard. The same salespeople left four hours later capable of delivering the whiteboard the next day - they owned the message in just four hours.

Summary

1. This book outlines the path to creating a sound whiteboard story that can be used to get everyone in your sales and channels team on message and to make it stick.
2. Unless you happen to be a visual and cognitive genius capable of inventing images and story on the fly, don't expect some magical force to guide your pen.
3, You'll never get up to the whiteboard and create somthing meaningful if it does not already exist in your mind.
4. WhiteboardSelling methodology and process IP are now owned by Corporate Visions after they acquired the company in August 2012.
5. David Jenkins and Corey Sommers have both moved on, however they have left an indelible entry in the canon of selling literature and their book Whiteboard Selling is highly recommended. Whiteboard Selling: Empowering Sales Through Visuals
9 of 9 people found the following review helpful
Whiteboard Selling Book Helped me Win a New Client 14 Jun 2013
By Amazon Customer - Published on Amazon.com
Format: Paperback Verified Purchase
I read Whiteboard Selling recently and found the concepts and guidance very sound. I used the book as a guide to begin developing solution and business case whiteboards. I wasn't quite finished but found myself in a sales meeting where the client expressed an interest in the service I had been whiteboarding. I hadn't expected that because the original purpose of the meeting pertained to something else. But the opportunity presented itself so I stood up and started the whiteboarding. As I went through the whiteboard, I noticed the head nodding first. Then I noticed the VP exchanging glances with the CEO an d I knew I had strong interest. By the end of the "presentation" the CEO had begun talking to the VP about re-budgeting so that they could acquire this service. I would definitely recommend this book to professionals who want to up their game and generate more sales.
8 of 8 people found the following review helpful
It's actually a book about engaging prospects and getting your message across 8 May 2013
By Nancy Nardin - Published on Amazon.com
Format: Paperback
I learned a long time ago, that the fastest way to get your prospects to engage is to ask one simple question, "Do you mind if I use the whiteboard." It's interesting to see the change in expression on their faces. You can see they realize that it won't be a typical, boring sales call. Whiteboard Selling offers the science behind this reaction, and why it continues to be one of the best ways to truly engage your prospects.

It also offers very specific guidance, not just on how to white-board your discussion, but also on how to create and define the messages you need to communicate. There are very specific activities for each section - there's no chance you won't know exactly how to get great results after reading this book. "Reading" the book is not really the right way to put it though. You shouldn't buy this book to read. You should buy this book to DO. Every sales organization struggles with creating best practices for leading prospects through sales conversations. They pay tens of thousands of dollars to have consultants help them (whiteboard) the best approaches. You'll be able to do this for yourself for only twenty bucks.
6 of 6 people found the following review helpful
A visual way to engage your prospects in a meaningful conversation 5 Nov 2013
By John F. Napoli - Published on Amazon.com
Format: Paperback
This is a great read whether you are a seasoned professional sales person or just starting out in sales.
It has battle proven methodologies that are very well documented, illustrated & discussed.
As sales people are faced with knowing more and more about more and more it is refreshing to see that that the Whiteboard techniques are assembled with easy to recall labels such as a Discovery, Qualification or Competitive Whiteboard.
Now I can focus on what I’m paid to do which is listen to the customer and architect solutions to solve those problems rather than become a slave to yet another new sales process.
With an approach like this I believe I could go into a sales call with a Blank piece of paper and my product / solution knowledge, ask good Discovery questions, listen to the customer’s needs & be audible ready to go where the customer’s biggest problems are and still architect a predictable out come with well defined next steps that will lead me to closure.
6 of 6 people found the following review helpful
Highly practical content in this book 16 Nov 2013
By stephen d saunders - Published on Amazon.com
Format: Kindle Edition Verified Purchase
This book is extremely practical and immediately after reading I was able to develop a highly compelling whiteboard. I was hoping to learn how to storyboard for whiteboard animation and this book helped me with that.
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