Executive Insights - Whiteboarding on Purpose

Whiteboarding on Purpose Powering Marketing and Sales

through visual stories

PRODUCT KNOWLEDGE BUSINESS EXPERTISE

VALUE 4X MORE

89% OF

MEETINGS FAIL

53% Focus on Sales Conversations

Avoiding epic sales call fails

Great Selling Conversations

Why Change? vs.

Why You? Grabbers

vs. The Hammock

Pictures vs.

PowerPoint

Value Wedge Vs.

Value Parity

ENGAGE

YOU

THEM

STATUS

QUO

WHY YOU?

24%

60%

16%

Why Change vs. Why You

WHY CHANGE?

MISSING!!

Avoiding epic sales call fails

Great Selling Conversations

Why Change? vs.

Why You? Grabbers

vs. The Hammock

Pictures vs.

PowerPoint

Value Wedge Vs.

Value Parity

Grabbers Vs. The Hammock

70%

20%

100%

Hot

Spike

Hot

Avoiding epic sales call fails

Great Selling Conversations

Why Change? vs.

Why You? Grabbers

vs. The Hammock

Pictures vs.

PowerPoint

Value Wedge Vs.

Value Parity

YOU

Value Parity Value

Wedge PROSPECT

COMPETITION

Value Wedge vs. Value Parity

Avoiding epic sales call fails

Great Selling Conversations

Why Change? vs.

Why You? Grabbers

vs. The Hammock

Pictures vs.

PowerPoint

Value Wedge Vs.

Value Parity

Pictures vs Powerpoint

100%

70%

20%

Avoid the Hammock

Avoiding epic sales call fails

Great Selling Conversations

Why Change? vs.

Why You? Grabbers

vs. The Hammock

Pictures vs.

PowerPoint

Value Wedge Vs.

Value Parity

Old Brain Vs. New Brain

Old Brain vs. New Brain

Simple Concrete Contrast

Conversations not presentations

88%

50% 29%

15%

higher lead conversion rate

shorter time- to-productivity

shorter average sales cycles

50% 29%

15%

higher lead conversion rate

shorter time- to-productivity

shorter average sales cycles

50% 29%

15%

higher lead conversion rate

shorter time- to-productivity

shorter average sales cycles

50%

29%

15%

higher lead conversion rate

shorter time-to-productivity

shorter sales cycles

Conversation Types

POWERPOINT NOTHING

WHITEBOARDING

vs.

87%

13%

Going Rogue

PURPOSE-BUILT AD-HOC CREATION

69% 31%

Missed Opportunity?

POWERPOINT NOTHING

WHITEBOARDING

vs.

87%

13%

4%

Pre-built,

purposeful

DEVELOP DEPLOY DELIVER

Pre-built, Purposeful

Message Tools Skills

DEVELOP

Pre-built, Purposeful

Message

Remember This Discussion?

SELL A PROBLEM

Status Quo Threatened

Identify New Needs

Define Solution

Identify Viable Vendors

Review Approaches

Make Decision

65

“Why Change?” “Why You”

SELL A PRODUCT

35 % % BUYING VISION BAKE-OFF

-3 -1 +1 +2 +3 -2

•  Make the status quo unsafe •  Define new set of needs •  Align w/ your Strengths

•  Here’s what we do •  How we think we do it better •  Why we are the best option

Problem Finder vs. Problem Solver

Opportunity to move others hinges more on helping them see their situations in fresh more revealing ways and to identify problems they didn’t realize they had.

                     Dan  Pink            “To  Sell  is  Human”  

Customer Status Quo

Identify executive outcomes and strategic objectives that may be at risk

Reveal threats, problems and missed opportunities that need to be solved to

eliminate the risk

Re-de!ne the needs and point to your relevant and advantaged strengths that solve for each

challenge above

Describe the positive business impact, including customer stories with contrast

before and after the solution

De!ne your target “status quo” why it’s safe and where there are gaps

Threats

Misses

New

Nee

ds

Problems

Solution

New End State

Threats

Misses

New

Nee

ds

Outcome at risk

Problems

Solution

New End State

Threats

Misses

New

Nee

ds

Outcome at risk

Problems

Solution

New End State

Outcome at risk

A repeatable messaging

development methodology for

creating problem-oriented messaging

that aligns with consultative,

solution selling processes

Conversation Roadmap

Big  Idea  1  

A disciplined, approach for

structuring and aligning the typically unstructured process

of developing customer-focused

marketing and sales messaging.

Big  Idea  1  

DEPLOY

Pre-built, Purposeful

Tools

Status Quo Threatened

Identify New Needs

Define Solution

Identify Viable Vendors

Review Approaches

Make Decision

“Why Change?”

-3 -1 +1 +2 +3 -2

Targeted Whiteboards

Point  of  View  Whiteboard  Loosen  the  status  quo    

Solu4on  Differen4a4on  Whiteboard  Separate  yourself  from  compe>tors  

“Why You”

Why Change Whiteboard

Grabber

Pain Contrast

Proof

Why You Whiteboard

Outcome

Problems

Fixes

Proof

DELIVER

Pre-built, Purposeful

Skills

Delivery Coaching

Video Demo Sales Guide

Delivery Skills

Prepare See

Practice

Deliver

Virtual Delivery

PaperShow or PowerPoint Version

DEVELOP DEPLOY DELIVER

Pre-built, Purposeful

Message Tools Skills

Whiteboarding on Purpose