Sales and Marketing Performance Blog

Whiteboard Selling acquired by Corporate Visions - Visual Storytelling goes mainstream

Posted by Mark Gibson on Tue, Sep 04, 2012

Whiteboard Selling is now a part of Corporate Visions.

Effective Friday 31st August 2102, Corporate Visions now owns Whiteboard Selling. Whiteboard Selling co-founders, Corey Sommers and David Jenkins and their affiliate partners have developed over 500 whiteboards over the past 5 years for more than 50 companies. The whiteboard stories are used to help salespeople own their value creation message and to engage buyers in conversation, without using PowerPoint slides. 

YOUR VISUAL STORYTELLING JUST GOT BETTER

corporate whiteboard selling vision
The strength in the Whiteboard Selling approach is in capturing a companies value proposition in a visual story. Whiteboard Selling creates a visual story and synchronized script that salespeople can quickly learn to tell in a 1/2 day workshop, so that they are more confident in front of customers and their conversations are more consistent across the company.  A well constructed Whiteboard story will enable salespeople to engage buyers around their issues to answer that question and that makes the conversation compelling for the buyer. 

Visual StoryTelling hits a Tipping Point in Sales

This acquisition signals a tipping point in the adoption of visual storytelling in sales and a recognition that the old ways of selling, led by questioning technique that looked for pain, coupled with PowerPoint presentations that laid out the solution to the buyers problem are over.

The integration of Corporate Visions messaging process and the Whiteboard Selling visual tools is an ideal fit in a new acquisition for Corporate Visions.

Take a look at Selling Power's Top 10 list of sales training companies in 2011 and drill down on their approaches. About half are rooted in traditional question-based consultative selling which I contend is obsolete, of the other half, some are getting started in storytelling, but very few have the clarity of Corporate Visions, with their focus on messaging and conversations to equip salespeople to disrupt the status-quo, who now have the visual tools to effectively engage buyers.

The Majority of Salespeople are Spectators in the Buying Process

Anyone in selling today will admit that the selling process has given over to the facilitation of a buying process. This means that most B2B salespeople are unwilling spectators in a buying process which has disintermediated all but the salespeople who are able to connect with buyers, engage in conversation around their issues and develop trust and influence as consultants first and salespeople second.

But what specifically are the 13% of successful producers in the Sales Benchmark Index report doing that is different from the core group? Research shows that these salespeople have highly evolved interpersonal communication skills and emotional intelligence and are using stories to engage buyers… either because they are story-telling naturals or because they have learned and mastered the techniques.

This is the essence of the Corporate Visions approach and combining visual storytelling tools from Whiteboard Selling gives customers of both companies a complete methodology to help improve the performance of the core group. Naturally nothing happens without disciplined practice, coaching and feedback from sales management teams, and that is also part of the methodology.    

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Topics: whiteboard selling, visual storytelling, corporate visions

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