Whiteboard Selling: Visual Storytelling
You have just been promoted to the job of Manager of Sales Enablement at your company. As your first assignment, the VP of Sales has asked you to create a video for the salesforce that demonstrates whiteboard selling. The video should teach salespeople how to sell a product or a service of your own choosing using whiteboarding techniques. Be sure to consult the textbook to determine which type(s) of whiteboards you will include in your assignment.
Topics are not assigned so that you can be creative and focus on a product or service that is of interest to you. You should feel free to meet with the professor to discuss ideas before formally proposing a focal product or service. Refer to chapter 18, Choosing the Right Topic for Your Whiteboard.
In order to complete this assignment, you will be organized in trios where one student will act as the "customer", and another student (you) will present the product or service, manage objections and answer questions from the "customer". The third student will videotape your whiteboard session that you will upload to this assignment. Upload the video here.
In order to create a realistic and compelling scenario, you must develop the story of your product or service. Remember that when you use a whiteboard, you put data and ideas in your own words. This will make the information more interesting and help the customer understand it more completely. At which point of the Sales Process will the whiteboard technique will be used? Be sure to include a description of the product or service, and its FFBs (Features, Functions, Benefits) and differentiation, using course concepts and tools from other courses you have taken during your degree program.
Deliverables:
a) A sales enablement tool: the video should be 7-10 minutes in length and should include the elements noted above. This is a video that the sales team or sales partners will watch to understand how to sell the product or service. Upload your video to YouTube or upload it here.
b) A 2-4 page document that summarizes the key points, structure (framework), flow (how it will run step-by-step), and content of your whiteboard presentation. Consider this document as the storyboard for your video. How did you outline and prepare for your video?
What constitutes a strong assignment? Creating an engaging way to capture an audience that combines selling techniques, strong communication, creativity, and confidence will go a long way toward a high grade. Be sure to follow the techniques and tips from the textbook.
Whiteboard Selling: Visual Storytelling
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Whiteboard Selling: Visual Storytelling
My first task as the Manager of Sales Enablement is to produce a video showcasing whiteboard selling in various forms. Fong et al. (2022) explain that the salesperson will research how to market a product or provider by watching this video because it aims to train them to use whiteboarding techniques. For the sake of this assignment, I have determined to focus my attention on a brand-new product that my organization has only these days introduced to the market. The "FitGo" smartwatch is meant for very active people. The whiteboard technique, also known as the Needs Assessment, will be used in the subsequent stage of the sales process.
A health fanatic who wants to music their workouts, analyze their progress, and reach their health desires should take advantage of a smartwatch like FitGo. Its video display unit values like their heart rate, counting their steps, and keeps tabs on their calorie intake, amongst other things. In whiteboard advertisements, it is essential to explain the various features your product offers (Zucker, 2021). In addition, it can link to a smartphone so that it may also send notifications, play music, and use GPS to show them things to do that happen outside.
FFBs: - Heart charge monitoring, calorie tracking, step counting, smartphone connectivity, and GPS monitoring are some of the features included.
Functions: Monitors progress, receives notifications, controls music, and uses GPS to track activities that take place outside.
Advantages: Provides customers with accurate exercise statistics, encourages them to stay on track, and links them to their smartphone for convenience. Generally, it helps users attain their health goals.
To prepare for the video, I have outlined the following structure and flow:
Introduction: Introduce myself and the product, FitGo.
Needs Assessment: To better serve...