Index

A

Aberdeen Research

activities. See whiteboard activities

Adams, Scott

Adobe Acrobat

See also slide presentation software

alternative and assumptive closes

“always be closing” (ABC)

Are We a Fit? Qualification and Discovery Whiteboards

attention spans

audiences, for testing

audiences, whiteboard

B

Baldwin, Alec

battle cards, for messaging

Bell, Brian

best practices. See whiteboard presentation best practices

Bic four-color ballpoint pens

body language

Bulwer-Lytton, Edward

Buscemi, Steve

Business Case Whiteboards

about
next steps and actions for
when to use

Buying Criteria Solution Whiteboards

C

cameras

certification, whiteboard

cheat sheets, for messaging

Christoff, Kalina

CleanCool technology

Closing Whiteboards

about
next steps and actions for
when to use

communication, slides and

competitive differentiators

competitive documents, for messaging

Competitive Whiteboards

about
Competitive Retrofit— Buying Criteria Whiteboards
Cost/Risk to Value Whiteboards
examples of
Four-Quadrant Typical Approach Whiteboards
next steps and actions for
types of
when to use

computers, invention of

confidentiality, risks to

confirmations

controlled studies

Cool Road Trucking case study

about
in Are We a Fit? Qualification and Discovery Whiteboards
in Buying Criteria Solution Whiteboards
in Closing Whiteboards
in Competitive Retrofit Whiteboards
in Competitive Whiteboards for
in Cost/Risk to Value Whiteboards
in Day-in-the-Life Level Solution Whiteboards
key references and case studies
in Level ...

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