Whiteboard Selling: Empowering Sales Through Visuals

Chapter 17

Are You Ready to Whiteboard? Not So Fast!

A pressing challenge for a large enterprise is getting sales, marketing, training, and other content developers on the same page when designing effective sales tools used at the point of sale. In my experience running marketing teams at large enterprises and in start-ups, collaborating to build visual stories—aka whiteboards—is a rallying cry to bring x-functional teams together to gain consensus on messaging and how it should be communicated. Whiteboard selling is not just an outstanding way to communicate value to customers and prospects—it helps organizations come together to provide tools that salespeople actually use, thus ensuring the message gets out in a consistent fashion.

—Brian Bell, Chief Marketing Officer, Zuora

After all the whiteboard examples we've shared and the activities we hope you've completed, you may say to yourself, “I've got some great whiteboard templates built out, now I'm going to go out and start whiteboarding with my customers.” Feel free to try out some ideas, but if you're serious about creating sales culture change, there's a long road ahead before rolling out whiteboards to your sales force.

Depending on your role, here are some guidelines on next steps.

Individual Sales Contributors

First, make sure you have completed some of the activities in the previous section in order to create customized ...