1. Whiteboarding on Purpose
Powering Marketing and Sales
through visual stories

2. 53% Focus on Sales Conversations
VALUE 4X MORE
89% OF
MEETINGS FAIL
PRODUCT KNOWLEDGE BUSINESS EXPERTISE

3. Avoiding epic sales call fails
Great Selling Conversations
Why Change? Pictures
vs. Grabbers Value Wedge vs.
Why You? vs. Vs. PowerPoint
The Hammock Value Parity

4. Why Change vs. Why You
YOU 24%
60%
STATUS
QUO
ENGAGE
WHY CHANGE? WHY YOU?
THEM 16%
MISSING!!

5. Avoiding epic sales call fails
Great Selling Conversations
Why Change? Pictures
vs. Grabbers Value Wedge vs.
Why You? vs. Vs. PowerPoint
The Hammock Value Parity

6. Grabbers Vs. The Hammock
Hot
Hot
Spike 100%
70%
20%

7. Avoiding epic sales call fails
Great Selling Conversations
Why Change? Pictures
vs. Grabbers Value Wedge vs.
Why You? vs. Vs. PowerPoint
The Hammock Value Parity

8. Value Wedge vs. Value Parity
Value Value
Wedge PROSPECT Parity
YOU COMPETITION

9. Avoiding epic sales call fails
Great Selling Conversations
Why Change? Pictures
vs. Grabbers Value Wedge vs.
Why You? vs. Vs. PowerPoint
The Hammock Value Parity

10. Pictures vs Powerpoint
100%
70%
20%
Avoid the Ha
mmock

11. Avoiding epic sales call fails
Great Selling Conversations
Why Change? Pictures
vs. Grabbers Value Wedge vs.
Why You? vs. Vs. PowerPoint
The Hammock Value Parity
Old Brain Vs. New Brain

12. Old Brain vs. New Brain
Simple
Concrete
Contrast

13. Conversations not presentations
88%

14. 50% higher lead lead
higher
50% conversion
50% conversion raterate
higher lead
conversion rate
50% higher lead
shorter time-
29% to-productivity
shorter time-
29% to-productivity
conversion ratetime-
shorter
to-productivity
shorter time-
29% to-productivity
15% 15% shorter average
15% shorter average
15% salessales cycles
shorter
shorter average
cycles
sales cycles
sales cycles

15. Conversation Types
87%
POWERPOINT NOTHING
vs.
13%
WHITEBOARDING

16. Going Rogue
AD-HOC CREATION PURPOSE-BUILT
69% 31%

17. Missed Opportunity?
87%
POWERPOINT NOTHING
vs.
-built,
13% Pre
purposeful
WHITEBOARDING
4%

18. Pre-built, Purposeful
DEVELOP DEPLOY DELIVER
Message Tools Skills

19. Pre-built, Purposeful
DEVELOP
Message

20. Remember This Discussion?

21. 65 % 35 %
BUYING VISION BAKE-OFF
-3 -2 -1 +1 +2 +3
Status Quo Identify Define Identify Review Make
Threatened New Needs Solution Viable Vendors Approaches Decision
“Why Change?” “Why You”
• Make the status quo unsafe • Here’s what we do
• Define new set of needs • How we think we do it better
• Align w/ your Strengths • Why we are the best option
SELL A PROBLEM SELL A PRODUCT

22. 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”

23. Define your target “status quo” why it’s
safe and where there are gaps
Customer Status Quo
Outcome Outcome Outcome
Identify executive outcomes and
at risk at risk at risk strategic objectives that may be at risk
Threats Threats Threats Reveal threats, problems and missed
opportunities that need to be solved to
Problems Problems Problems
eliminate the risk
Misses Misses Misses
New Needs
New Needs
New Needs
Re-define the needs and point to your relevant
and advantaged strengths that solve for each
challenge above
Solution Solution Solution Describe the positive business impact,
including customer stories with contrast
New End New End New End before and after the solution
State State State

24. Conversation
Roadmap
A repeatable
messaging
development
methodology for
creating problem-
oriented messaging
that aligns with
consultative,
solution selling
processes

25. A disciplined,
approach for
structuring and
aligning the typically
unstructured process
of developing
customer-focused
marketing and sales
messaging.

26. Pre-built, Purposeful
DEPLOY
Tools

27. Targeted Whiteboards
-3 -2 -1 +1 +2 +3
Status Quo Identify Define Identify Review Make
Threatened New Needs Solution Viable Vendors Approaches Decision
“Why Change?” “Why You”
Point
of
View
Whiteboard
Solu4on
Differen4a4on
Whiteboard
Loosen
the
status
quo
Separate
yourself
from
compe>tors

28. Why Change Whiteboard
Grabber Proof
Pain Contrast

29. Why You Whiteboard
Outcome Fixes
Problems Proof

30. Pre-built, Purposeful
DELIVER
Skills

31. Delivery Coaching
Video Demo
Sales Guide

32. Delivery Skills
Prepare See
Deliver
Practice

33. Virtual Delivery
PaperShow or PowerPoint Version

34. Pre-built, Purposeful
DEVELOP DEPLOY DELIVER
Message Tools Skills

35. Whiteboarding on Purpose