Weblogic Authors: Elizabeth White, Michael Meiner, Michael Bushong, Avi Rosenthal

News Feed Item

Corporate Visions Survey Uncovers Whiteboards Are Only Used in Sales Conversations 13 Percent of the Time

Fourth Quarter Survey Reveals PowerPoint Presentations Still Used in Majority of Sales Conversations, Creating Challenges for Companies Looking to Differentiate Their Story

INCLINE VILLAGE, Nev., Jan. 8, 2013 /PRNewswire/ -- Corporate Visions, Inc., the leading sales and marketing messaging company, today announced the results of its fourth quarter industry survey on visual storytelling, which was taken by more than 300 business-to-business (B2B) salespeople and marketers around the globe. The findings reveal a lack of visual storytelling techniques among marketing and sales teams, and specifically, that only 13 percent of salespeople use an interactive writing surface such as a whiteboard to support their customer conversations.

(Logo: http://photos.prnewswire.com/prnh/20120402/NE80402LOGO )

To determine what role whiteboard selling techniques play in marketing and sales teams who work in complex B2B selling environments, Corporate Visions presented questions about the use of whiteboards, how they are created, by whom and why they are used. Notable findings from the Q4 survey include:

  • Whiteboards are barely used – Respondents noted they use whiteboarding just 13 percent of the time to tell a visual story as part of sales conversations. The other tools mentioned most often were PowerPoint (33 percent), phone (26 percent) and in-person conversations (27 percent), which employ little to no visual components. This means salespeople are losing out on the opportunity to present ideas in a more engaging way, and to differentiate their messages, conversations and presentations to customers and prospects.
  • Whiteboarding is not an on-purpose effort – Of those who actually report using whiteboards, 51 percent say they create them ad-hoc or borrow them from their peers. Only 24 percent are pre-built and approved as part of a strategic marketing and sales support program. For whiteboarding to be effective, marketing needs to develop the messages and tools alongside the sales team to make sure everyone is delivering a consistent, high-quality message. By pre-building whiteboards, salespeople are given the ability to deliver a simple, repeatable story with confidence and create a differentiated experience in the buying cycle.

  • Whiteboards, when used effectively, can be leveraged in various ways – Respondents who use whiteboards specified they are essential to the buying cycle in a number of different ways, including:
    • 25 percent – presenting/differentiating their solution from the competition
    • 17 percent – illustrating the business impact of their solution
    • 8 percent – demand generation
    • 6 percent – explaining the implementation process

By leveraging the power of visual storytelling, salespeople can help illustrate their ideas in a simple, concrete way that will help them at various key moments in the sales process.

In fact, recent research by Aberdeen Group found that 53 percent of best-in-class companies identified creating more meaningful conversations as a top priority for increasing and sustaining revenue in an uncertain economy. Furthermore, the firm found conducting an interactive whiteboard conversation (as opposed to a static presentation) leads to a 50 percent higher lead conversion rate, 29 percent shorter time-to-productivity and 15 percent average shorter sales cycle – helping to combat the meaningful conversation problem among businesses.

"It's clear from the results of this survey that visual storytelling techniques like whiteboarding are alarmingly underutilized by both marketing and sales teams," said Tim Riesterer, chief strategy and marketing officer, Corporate Visions. "87 percent of today's companies are using static techniques, rather than having intimate and visually interactive conversations, which is what whiteboarding allows companies to do. Marketing and sales teams need to work together to create pre-built whiteboards that are going to differentiate themselves in the sales cycle, which in turn, will help them close more deals."  

For more details on the survey findings, view this infographic and watch this short video.  

About Corporate Visions, Inc.
Corporate Visions, Inc. helps global business-to-business companies create more sales opportunities, overcome the status quo, and win more deals by improving the conversations sales representatives have with customers. Companies engage Corporate Visions in three key areas:

  • Developing differentiated messages that concentrate on customer needs;
  • Deploying tools that support critical steps in the buying cycle and that salespeople will actually use; and
  • Delivering sales skills training that teaches salespeople how to tell their story in a way that is impactful, engaging and memorable.

Corporate Visions helps clients such as ADP, Dell, Dow Jones, GE and Oracle align marketing and sales with a repeatable methodology for creating unified, sales-ready messages that lead to winning conversations with customers. For more information about Corporate Visions visit www.corporatevisions.com or call 775-831-1322 or 800-360-SELL.

Communications Contacts

Jeannie Frantz 

Meghan Locke

Corporate Visions, Inc. 

Davies Murphy Group, Inc.

[email protected]  

[email protected]



SOURCE Corporate Visions, Inc.

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

@ThingsExpo Stories
A completely new computing platform is on the horizon. They’re called Microservers by some, ARM Servers by others, and sometimes even ARM-based Servers. No matter what you call them, Microservers will have a huge impact on the data center and on server computing in general. Although few people are familiar with Microservers today, their impact will be felt very soon. This is a new category of computing platform that is available today and is predicted to have triple-digit growth rates for some ...
DevOps is being widely accepted (if not fully adopted) as essential in enterprise IT. But as Enterprise DevOps gains maturity, expands scope, and increases velocity, the need for data-driven decisions across teams becomes more acute. DevOps teams in any modern business must wrangle the ‘digital exhaust’ from the delivery toolchain, "pervasive" and "cognitive" computing, APIs and services, mobile devices and applications, the Internet of Things, and now even blockchain. In this power panel at @...
The Internet of Things (IoT), in all its myriad manifestations, has great potential. Much of that potential comes from the evolving data management and analytic (DMA) technologies and processes that allow us to gain insight from all of the IoT data that can be generated and gathered. This potential may never be met as those data sets are tied to specific industry verticals and single markets, with no clear way to use IoT data and sensor analytics to fulfill the hype being given the IoT today.
SYS-CON Events announced today that Numerex Corp, a leading provider of managed enterprise solutions enabling the Internet of Things (IoT), will exhibit at the 19th International Cloud Expo | @ThingsExpo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Numerex Corp. (NASDAQ:NMRX) is a leading provider of managed enterprise solutions enabling the Internet of Things (IoT). The Company's solutions produce new revenue streams or create operating...
SYS-CON Events announced today that MathFreeOn will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. MathFreeOn is Software as a Service (SaaS) used in Engineering and Math education. Write scripts and solve math problems online. MathFreeOn provides online courses for beginners or amateurs who have difficulties in writing scripts. In accordance with various mathematical topics, there are more tha...
The best way to leverage your Cloud Expo presence as a sponsor and exhibitor is to plan your news announcements around our events. The press covering Cloud Expo and @ThingsExpo will have access to these releases and will amplify your news announcements. More than two dozen Cloud companies either set deals at our shows or have announced their mergers and acquisitions at Cloud Expo. Product announcements during our show provide your company with the most reach through our targeted audiences.
@ThingsExpo has been named the Top 5 Most Influential Internet of Things Brand by Onalytica in the ‘The Internet of Things Landscape 2015: Top 100 Individuals and Brands.' Onalytica analyzed Twitter conversations around the #IoT debate to uncover the most influential brands and individuals driving the conversation. Onalytica captured data from 56,224 users. The PageRank based methodology they use to extract influencers on a particular topic (tweets mentioning #InternetofThings or #IoT in this ...
The Internet of Things will challenge the status quo of how IT and development organizations operate. Or will it? Certainly the fog layer of IoT requires special insights about data ontology, security and transactional integrity. But the developmental challenges are the same: People, Process and Platform and how we integrate our thinking to solve complicated problems. In his session at 19th Cloud Expo, Craig Sproule, CEO of Metavine, will demonstrate how to move beyond today's coding paradigm ...
Although it has gained significant traction in the consumer space, IoT is still in the early stages of adoption in enterprises environments. However, many companies are working on initiatives like Industry 4.0 that includes IoT as one of the key disruptive technologies expected to reshape businesses of tomorrow. The key challenges will be availability, robustness and reliability of networks that connect devices in a business environment. Software Defined Wide Area Network (SD-WAN) is expected to...
OnProcess Technology has announced it will be a featured speaker at @ThingsExpo, taking place November 1 - 3, 2016, in Santa Clara, California. Dan Gettens, OnProcess’ Chief Analytics Officer, will discuss how Internet of Things (IoT) data can be leveraged to predict product failures, improve uptime and slash costly inventory stock. @ThingsExpo is an annual gathering of IoT and cloud developers, practitioners and thought-leaders who exchange ideas and insights on topics ranging from Big Data in...
SYS-CON Events announced today that CDS Global Cloud, an Infrastructure as a Service provider, will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. CDS Global Cloud is an IaaS (Infrastructure as a Service) provider specializing in solutions for e-commerce, internet gaming, online education and other internet applications. With a growing number of data centers and network points around the world, ...
Developing software for the Internet of Things (IoT) comes with its own set of challenges. Security, privacy, and unified standards are a few key issues. In addition, each IoT product is comprised of (at least) three separate application components: the software embedded in the device, the back-end service, and the mobile application for the end user’s controls. Each component is developed by a different team, using different technologies and practices, and deployed to a different stack/target –...
Virgil consists of an open-source encryption library, which implements Cryptographic Message Syntax (CMS) and Elliptic Curve Integrated Encryption Scheme (ECIES) (including RSA schema), a Key Management API, and a cloud-based Key Management Service (Virgil Keys). The Virgil Keys Service consists of a public key service and a private key escrow service. 

Data is the fuel that drives the machine learning algorithmic engines and ultimately provides the business value. In his session at Cloud Expo, Ed Featherston, a director and senior enterprise architect at Collaborative Consulting, will discuss the key considerations around quality, volume, timeliness, and pedigree that must be dealt with in order to properly fuel that engine.
Big Data has been changing the world. IoT fuels the further transformation recently. How are Big Data and IoT related? In his session at @BigDataExpo, Tony Shan, a renowned visionary and thought leader, will explore the interplay of Big Data and IoT. He will anatomize Big Data and IoT separately in terms of what, which, why, where, when, who, how and how much. He will then analyze the relationship between IoT and Big Data, specifically the drilldown of how the 4Vs of Big Data (Volume, Variety,...
From wearable activity trackers to fantasy e-sports, data and technology are transforming the way athletes train for the game and fans engage with their teams. In his session at @ThingsExpo, will present key data findings from leading sports organizations San Francisco 49ers, Orlando Magic NBA team. By utilizing data analytics these sports orgs have recognized new revenue streams, doubled its fan base and streamlined costs at its stadiums. John Paul is the CEO and Founder of VenueNext. Prior ...
Ask someone to architect an Internet of Things (IoT) solution and you are guaranteed to see a reference to the cloud. This would lead you to believe that IoT requires the cloud to exist. However, there are many IoT use cases where the cloud is not feasible or desirable. In his session at @ThingsExpo, Dave McCarthy, Director of Products at Bsquare Corporation, will discuss the strategies that exist to extend intelligence directly to IoT devices and sensors, freeing them from the constraints of ...
SYS-CON Events announced today that Embotics, the cloud automation company, will exhibit at the 19th International Cloud Expo, which will take place on November 1–3, 2016, at the Santa Clara Convention Center in Santa Clara, CA. Embotics is the cloud automation company for IT organizations and service providers that need to improve provisioning or enable self-service capabilities. With a relentless focus on delivering a premier user experience and unmatched customer support, Embotics is the fas...
In his general session at 19th Cloud Expo, Manish Dixit, VP of Product and Engineering at Dice, will discuss how Dice leverages data insights and tools to help both tech professionals and recruiters better understand how skills relate to each other and which skills are in high demand using interactive visualizations and salary indicator tools to maximize earning potential. Manish Dixit is VP of Product and Engineering at Dice. As the leader of the Product, Engineering and Data Sciences team a...
The Open Connectivity Foundation (OCF), sponsor of the IoTivity open source project, and AllSeen Alliance, which provides the AllJoyn® open source IoT framework, today announced that the two organizations’ boards have approved a merger under the OCF name and bylaws. This merger will advance interoperability between connected devices from both groups, enabling the full operating potential of IoT and representing a significant step towards a connected ecosystem.