I was in Las Vegas last month with a team of eight sales enablement professionals from WhiteboardSelling to facilitate a Whiteboard Selling Symposium as part of a global sales kick-off event for over three thousand front line sales and presales support people. Our client, a major player in the virtualization business (I'm writing this as an affiliate partner of WhiteboardSelling) will remain nameless as we are under NDA.
3 min read
Training 3200 to Sell Differently in Four Hours using a Whiteboard
Topics: whiteboard enablement whiteboard selling
3 min read
Creating True Differentiaton in a World of Crappy PowerPoint
For the past 7 years I've been helping companies selling high value software or services to uncover their compelling value proposition and to create a positioning and brand messaging architecture in the process of aligning sales and marketing messaging.
Topics: whiteboard selling powerpoint
2 min read
Put the Clicker down and Step Away from the Powerpoint Projector
Sounds like a line from a familiar TV show, except it would be "put the gun down and step away from the ....."
The best advice I can give to sales professionals whether starting out or with 20 years experience, is to put the clicker down and step away from the PowerPoint projector.
There may be a time toward the end of the sales cycle when the buyer actually wants to see a presentation of your proposed solution... then it's OK to present. If you want to use Powerpoint, then please use the resources for creating engaging PowerPoint presentations....otherwise I recommend that you learn to use a whiteboard to tell your story.
The best advice I can give to sales professionals whether starting out or with 20 years experience, is to put the clicker down and step away from the PowerPoint projector.
There may be a time toward the end of the sales cycle when the buyer actually wants to see a presentation of your proposed solution... then it's OK to present. If you want to use Powerpoint, then please use the resources for creating engaging PowerPoint presentations....otherwise I recommend that you learn to use a whiteboard to tell your story.
Topics: discovery sequence of events whiteboard selling whiteboarding
5 min read
Whiteboard Selling Trumps Powerpoint for Sales Enablement
Death by PowerPoint is a familiar a phrase that I am sure every reader of this blog has both heard and experienced...well near-death anyway. If you are interested in PowerPoint best practices you can read a blog I wrote earlier this year.
