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Whiteboard Selling: Empowering Sales Through Visuals + The Art of Explanation: Making your Ideas, Products, and Services Easier to Understand + How to Deliver a TED Talk: Secrets of the World's Most Inspiring Presentations, revised and expanded new edition, with a foreword by Richard St. John and an afterword by Simon Sinek
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Product Details

  • Paperback: 256 pages
  • Publisher: Wiley; 1 edition (April 15, 2013)
  • Language: English
  • ISBN-10: 1118379764
  • ISBN-13: 978-1118379769
  • Product Dimensions: 3.1 x 3.1 x 0.3 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (34 customer reviews)
  • Amazon Best Sellers Rank: #181,798 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

Engage your customers through powerful visuals

Free your sales force from relying on slides and other static sales tools that bore your prospects. Whiteboard Selling offers a step-by-step approach to transforming your message and selling style through powerful visuals that inspire and engage potential customers. Get practical guidance and skills that enable marketing and sales teams to quickly adopt visual storytelling for today's fast-moving, competitive selling environment.

You'll learn how to:

  • Take a sales message inventory
  • Design your visual stories
  • Empower your sales force to tell the story
  • Leverage the latest whiteboarding technology

With nothing more than a few dry erase markers or just a pen and paper, you and your teams can deliver effective presentations that hold your customers' attention and differentiate you from the competition who are still using slides.

About the Author

COREY SOMMERS is the Senior Vice President of Whiteboard Strategy at Corporate Visions. Corey is also the cofounder of WhiteboardSelling, where he was Chief Marketing Officer. Throughout his career as a Sales Enablement leader, Corey's passion has been bridging the gap between marketing and sales at enterprise-class organizations. Prior to WhiteboardSelling, Corey helped build sales enablement organizations at companies including BMC Software and VMware. He was also a founder of Ventaso, a leading provider of sales-ready messaging software and tools.

DAVID JENKINS is the cofounder of WhiteboardSelling, where he was CEO. David is a Sales Best Practices leader with a focus on sales execution and the measurable delivery of customer value. Before founding WhiteboardSelling, he was Director of Worldwide Professional Services Sales for BMC Software, where he worked as a thought leader and evangelist for BMC's Business Service Management strategies and solutions.


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Customer Reviews

4.4 out of 5 stars
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I saw this book at the airport and it immediately caught my attention.
Jeff Fiedler
This review of the book Whiteboard Selling - Empowering Sales through Visuals, by Corey Sommers and David Jenkins is an insider's perspective.
Mark Gibson
The book is very nice to read and you can develop the technique by using it.
Jose Ernesto Passos

Most Helpful Customer Reviews

12 of 14 people found the following review helpful By Mark Wilkinson on April 18, 2013
Format: Paperback Verified Purchase
For a book on communicating stories with whiteboard illustrations, "Whiteboard Selling" was long on words and short on the illustrations that should define a great visual sales pitch. The book makes a great case for disrupting the dominant meme in selling, the dreaded PowerPoint slide deck. However, instead of providing a disruptive example by channeling its inner "whiteboard" storytelling method, the book turns out to be a very traditional format.

All of the content is on point, valuable, and thoughtfully described. Telling stories visually gets your point across in a more engaging, interactive, potentially collaborative way. These facets of a whiteboarding session convey information more efficiently to an audience than a deck or a speech. I just would have liked to see that "sales pitch" actually be delivered in visuals. At 238 page, I reached page 83 before getting an actual visual example of one of the several types of sales whiteboards critical to this new visual selling paradigm.

I will try putting this information to use, but I would have benefited from more examples to speed along my visual thinking.

Good content, wrong format.
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5 of 5 people found the following review helpful By Mark Gibson on August 10, 2013
Format: Paperback Verified Purchase
I had the privilege of working closely with author Corey Sommers as a consultant for two years until Whiteboard Selling was sold to Corporate Visions in late 2012. This review of the book Whiteboard Selling - Empowering Sales through Visuals, by Corey Sommers and David Jenkins is an insider's perspective.

I wish I had this book when I started working with WhiteboardSelling in December 2010, as it would have accelerated my learning curve.
whiteboardselling cover.

I learned the craft and art of whiteboarding by observation, sitting with Corey Sommers as he went through each aspect of the Whiteboard Selling process, including:
* Kicking off the session with the client,
* Conducting the brainstorming message workshop,
* Coming up with the initial visual concepts,
* Scripting out the whiteboard story,
* Getting the whiteboard approved, and
* Training the sales teams to do the whiteboard.
Thanks to Corey and Dave, this process is now in the public domain and open to anyone to use.

The book is well-written and well worth the meager investment for anyone interested in whiteboarding.
Here's why you should buy it.

Get Clear About Your Value Proposition

In the two years with Whiteboard Selling, the typical client-messaging baseline for developing the whiteboard was 5/10 for clarity.

Messaging existed in the form of PowerPoint, .pdf's and ideas in various contributor's heads. The process of defining the whiteboard story is clearly outlined in the book and helps the whiteboard author to clarify the buyer's issues and to focus conversation on relevant product or service capabilities using the right whiteboard structure for the buyers maturity in their buying process.... this is important!
Read more ›
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4 of 4 people found the following review helpful By Robert Kelly on June 14, 2013
Format: Paperback Verified Purchase
I read Whiteboard Selling recently and found the concepts and guidance very sound. I used the book as a guide to begin developing solution and business case whiteboards. I wasn't quite finished but found myself in a sales meeting where the client expressed an interest in the service I had been whiteboarding. I hadn't expected that because the original purpose of the meeting pertained to something else. But the opportunity presented itself so I stood up and started the whiteboarding. As I went through the whiteboard, I noticed the head nodding first. Then I noticed the VP exchanging glances with the CEO an d I knew I had strong interest. By the end of the "presentation" the CEO had begun talking to the VP about re-budgeting so that they could acquire this service. I would definitely recommend this book to professionals who want to up their game and generate more sales.
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5 of 6 people found the following review helpful By Sundar Viswanathan on April 7, 2013
Format: Paperback
A no nonsense guide to positioning your product or service armed with just 4 colored markers - red, black, blue and green.

No laptop, no powerpoint required. I found the information about whiteboarding best practices and closing using a whiteboard quite illuminating.
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2 of 2 people found the following review helpful By Steve W on August 20, 2013
Format: Paperback Verified Purchase
I have never been a fan of using slides as a way of selling. I would typically bring a handful of printed slides as a handout or project a single slide as a prop, but I like to use conversation rather than a presentation.

For me, Whiteboard Selling brings this to life with a bit of structure. There are 6 whiteboard types -
Qualification
Why change?
The Solution
Competition
Business Case
Closing

These really are the types of conversations that I was having with my clients. The thought that goes into building each whiteboard is significant. It forces you to really boil down your message into something that fits on a single page.

The vehicle of the whiteboard is interesting, as it does help to make it feel much more conversational and it engages the client at a different level.
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2 of 2 people found the following review helpful By Nancy Nardin on May 8, 2013
Format: Paperback
I learned a long time ago, that the fastest way to get your prospects to engage is to ask one simple question, "Do you mind if I use the whiteboard." It's interesting to see the change in expression on their faces. You can see they realize that it won't be a typical, boring sales call. Whiteboard Selling offers the science behind this reaction, and why it continues to be one of the best ways to truly engage your prospects.

It also offers very specific guidance, not just on how to white-board your discussion, but also on how to create and define the messages you need to communicate. There are very specific activities for each section - there's no chance you won't know exactly how to get great results after reading this book. "Reading" the book is not really the right way to put it though. You shouldn't buy this book to read. You should buy this book to DO. Every sales organization struggles with creating best practices for leading prospects through sales conversations. They pay tens of thousands of dollars to have consultants help them (whiteboard) the best approaches. You'll be able to do this for yourself for only twenty bucks.
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