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sales meetings

Whiteboard as sales conversation tool

by Lilia Shirman on August 17, 2009

in Sales 2.0,Sales Tips

A great set of tips about on-the-fly sketching from XPlane are directly related to a recent post here about “2.0ing your sales meetings

Happy to see that collaborative selling approaches are becoming popular, and now insightful companies like XPlane and WhiteBoard Selling are helping sales reps get more interactive and collaborative.   That can only translate into greater customer relevance, and more productive and valuable sales meetings.

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After 2 days at the Sales 2.0 conference, I fear we may be on the same path CRM took in its early days.  Though some of the new tools are great, and MUCH easier to adopt, there is too much talk of technology, not enough  about behavior and cultural changes.   All things 2.0 are really about interaction and collaboration with customers. And that requires a change in mindset.

Basic example of 2.0 principles in action, that actually requires less technology.  (A version of this focused on customer references was used very successfully by Beverly Chase and the  BEA marketing team)

Instead of arming your reps with the new and improved power point presentation, design a white board talk.  Script it with questions and discussion points instead of spiel.   The result is a conversation where customers contribute ideas, and the content evolves based on the here-and-now in the room, and not what marketing thought up a month ago back at corporate.

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