Do your sales people have difficulty obtaining and engaging in conversations with senior customer executives? Do they have trouble identifying cross-selling opportunities? Do they talk about your product or service offering too early in the customer's buying process? Do they struggle to present a compelling value proposition to customers
If you answered yes to any of these questions or if your opportunities seem to get stuck somewhere in your sales process, then you have
an opportunity to arm your sales people with the tools and confidence to engage customers in interactive Whiteboard Conversations. A Whiteboard Conversation is a semi-scripted discussion, supported by simple drawings, that enable sales people to engage customers in a dialogue at critical points in their buying process. In this archived webinar session, Triligi Consulting managing Partner Walt Becker details the benefits of interactive whiteboard conversations on sales results, instructions for developing whiteboards for your field sales teams, and guidelines for training sales teams on whiteboard usage.
Also included: a case study of an enterprise software firm that drove significant increases in cross-selling opportunities, pipeline, and sales results through the use of semi-scripted Whiteboard Conversations.
