Whiteboard Your Way to a Higher Close Rate
Traditional "vision" identification discovery and custom demonstrations no longer produce predictable results. So what replaces them? Teaching Whiteboards!
With prospects completing the majority of their research efforts online, sales professionals are finding it harder and harder to influence an opportunity’s selection criteria, project scope, and buying process.
Third party consultants inserting themselves between prospects and vendors, then limiting access to critical project stakeholders compounds this challenge even more. As a result, Dynamics partner win rates are dropping (often below 20%), and forecast accuracy is anything but.
The buying process has changed, but few sales organizations have adapted. Today’s sales teams have a limited window of opportunity, at the beginning of the sales cycle, to differentiate themselves and create a bias. Traditional “vision” identification discovery and custom demonstrations no longer produce predictable results. So what replaces them? Teaching Whiteboards!
Well facilitated whiteboard sessions engage prospect stakeholders in a way that PowerPoint simply cannot. They transform passive meetings into active, memorable engagements, and turn predictable, boring “presentations” into teaching moments. Most importantly, Whiteboard sessions create strategic tipping point experiences that lead to sales cycle control. But there’s more to whiteboards than drawing stickmen and figures on a wall.
Whiteboarding is as much about engagement and facilitation as it is about delivering insights and driving change. The first step is to define what to whiteboard, and the next is to master how to facilitate the experience.
Sales and Presales professionals will come away from the Whiteboard Workshop with:
A working knowledge of Whiteboard psychology;
Enhanced executive/leadership facilitation and engagement skills;
Completed industry specific Credentialing and Disruptive whiteboard models;
What, how, and when to respectfully “challenge” the prospect;
Clearly defined go/no-go decision criteria
"Our Emotional Engagement Methodology leverages the latest insights from neuroscience, behavioral economics and cognitive science. We take you from product and feature discussions to creating a compelling sense of desire and urgency in your prospects.
Our proprietary Emotional Messaging Framework helps you get to the root of what your prospects really care about. Then you'll convert that understanding into digital assets that emotionally resonate with your target industry.
Emotional marketing drives relevance, differentiation and a steady flow of engaged prospects to get you more customers!"
- Sharka Chobot, Chief Transformation Officer
"We have worked with many companies, and I can say that Neural Impact was by far the most results driven and professional one. Neural Impact knows and masters the marketing challenges of our industry."
- Émilie Bourque, Marketing Director
The Asset Guardian (TAG)
"Neural impact really helped us to understand what was important and how to communicate it to the market."
- Michael Holst Andersen, General Manager
Travel Operations A/S
Get this workshop for only $7,900 USD + Travel & Expenses
Start converting more leads through neuroscience with this valuable workshop today.