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Importance of Whiteboarding

A trap for sales people who are learning how to lead insightful, consultative conversations is to fall back into their “talk too much” habits. A well-constructed whiteboard will create a dialogue around ideas and customer business issues vs. simply telling the customer insightful information and talking too much.

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Video Transcript

Whiteboarding is an approach that takes sellign with insight and makes it simple, practical, and repeatable. What we've found is that, if you don't make it repeatable and easy-to-use in dynamic situations, sales reps will wind up relying on the same old ways they've always communicated, using PowerPoint or really being a walking brochure.

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