Whiteboard Your Way to a Higher Close Rate

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