WhiteboardSelling Unveils New Technology Platform for Sales Communications
WhiteboardSelling Workbench™ combines sales message development, sales tools management, remote sales training and certification, and personalized skills assessment
Austin, Texas (PRWEB) May 18, 2009 -- WhiteboardSelling, a leading provider of sales enablement solutions, today introduced its patent-pending technology platform for high-impact sales communications. The WhiteboardSelling Workbench™ is an on-demand portal for sales message development, sales tools management, sales training and certification, and personalized skills assessment. More than twenty companies are using the WhiteboardSelling Workbench to empower their move from a sales culture of selling features with slides, to one of selling value to executive-level buyers with nothing more than a pen and a drawing surface. Early adopters include Borland, Blue Coat, Avnet Technology Solutions and Symantec.
Key features of the WhiteboardSelling Workbench include:
| | - Whiteboard Design and Development: The Workbench provides a collaboration platform for multiple stakeholders to rapidly prototype new whiteboarding concepts and manage existing whiteboards in an ongoing and repeatable fashion.
- Sales Tools Generation: The Workbench dynamically generates a variety of sales tools required to facilitate whiteboard sales training and enablement, easing the burden of having to manually build tools in multiple versions and languages.
- Certification: Whiteboard certification scores are captured dynamically, stored securely, and automatically analyzed to provide sales management with a dashboard-style view of the competency of the entire field organization in presenting each whiteboard in a "live fire" mock sales call.
- Sales Skills Inventory: The platform gathers data across fifteen different vectors of sales performance never before visible to sales management. These metrics are used to make informed decisions about sales territory alignment, account coverage and training requirements. Data can be viewed by area, region, district and down to the individual level.
- Personalized Learning: The Workbench generates personalized skills assessments and customized learning paths for salespeople based on the certification results. A personalized report is included for each individual sales person as part of the certification process.
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"Whiteboard Certification is establishing a culture of sales excellence at Borland, and the WhiteboardSelling Workbench platform was essential in making sure all data was captured consistently and immediately available so we could see trends in sales behavior and understand how our field resources could be further optimized," said Rich Novak, senior vice president of field operations at Borland. "The technology makes this process repeatable, accurate, and consistent."
"Having the ability to use a web-based interface that facilitated the whiteboard development process was critical. This is what made it possible to get sales involved from the very beginning of the process," said Kip Darcy, Director of Sales Enablement at Blue Coat Systems, Inc. "If sales is not involved up front in the content development, field adoption will suffer. Since sales people don't have time to sit in content meetings, having the ability to sign into a secure site and provide content updates in real-time was extremely valuable."
WhiteboardSelling addresses one of the primary challenges in enterprise sales: how to effectively engage high-level buyers and move them into action by communicating in business value terms instead of talking products and features. Whether using a whiteboard, a flipchart, the back of an envelope or a tablet PC via desktop sharing software, sales teams can integrate the WhiteboardSelling visual storytelling model into their existing sales methodologies and apply the approach as a powerful differentiator in competitive and complex selling environments. WhiteboardSelling customers report better knowledge ownership by their salespeople, increased sales team confidence in delivering the value proposition to higher-level audiences, a significant boost in morale and shorter sales cycles.
"WhiteboardSelling has developed a proven, holistic and repeatable methodology to increase sales effectiveness for our customers, each phase of which is supported by our robust technology platform," said Corey Sommers, co-founder and CMO of WhiteboardSelling. "Without technology to support the process of moving sales from slide-based selling to value-based 'story selling', you can't demonstrate the ROI of the effort in a quantifiable way. The WhiteboardSelling Workbench provides the collaboration, tracking, reporting and metrics to prove adoption and field impact of the new message."
About WhiteboardSelling
WhiteboardSelling helps salespeople close more business by dramatically increasing their ability to deliver a compelling and consistent message to high-level audiences. WhiteboardSelling's innovative solution for visual sales communications includes message development services, training and certification in the WhiteboardSelling methodology, and the WhiteboardSelling Workbench™, an online application for managing the WhiteboardSelling process, to deliver high-impact and lasting results for enterprise sales teams. WhiteboardSelling has enabled more than 10,000 field personnel in over 20 countries to use visual storytelling in their sales process, including technology leaders such as Borland, Avnet Technology Solutions, CA, Blue Coat and Symantec. WhiteboardSelling is a privately held company based in Austin, Texas. For more information about WhiteboardSelling, please visit www.whiteboardselling.com.
About Borland
Founded in 1983, Borland (NASDAQ: BORL) is the leading vendor of Open Application Lifecycle Management (ALM) solutions - open to customers' processes, tools and platforms - providing the flexibility to manage, measure and improve the software delivery process. To learn more about maximizing the business value of software, visit http://www.borland.com.
Borland and all other Borland brand and product names are trademarks or registered trademarks of Borland Software Corporation in the United States and other countries. WhiteboardSelling, Workbench and all other WhiteboardSelling brand and product names are service marks, trademarks or registered trademarks of WhiteboardSelling, LLC or its subsidiaries in the United States and other countries. All other marks are the property of their respective owners.
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