Advantages of the Mobile Whiteboard for Sales

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In this new mobile world, customers still want a more

meaningful dialogue.

Today, sales has changed. The customer knows more about your solution before you walk in the door. And with fewer than 55% of sales reps making quota, the standard presentation will

not suffice. Customers are looking for a more engaging and meaningful dialogue. But this new mobile world makes it harder when 33% of business professionals join a meeting

from a mobile device. And 37% work from three or more locations. The new mobile office suite is needed to conduct business and sales today. But that new mobile

office is still missing a critical item – the whiteboard.

This is a ‘must have’ for sales. It is where most collaboration and interaction takes place in meetings. It is proven to deliver more meaningful

conversations and sales outcomes. But people cannot interact with it remotely or in real time. Worse, at the end of almost every meeting,

someone pulls out a cell phone to take a picture of the discussion that just took place. 51% of surveyed business professionals

have 11 or more photos of whiteboards on their smart phones. For the modern sales rep, there has to be a better way.

Now, there is.

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Table of Contents

1 Don’t Say It. Display It. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

2 Create Conversations – Not Presentations . . . . . . . . . . . . . . . . . . . . . . . . 5

3 Whiteboard Better, Sell Faster . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

4 Let The World See What You’re Thinking . . . . . . . . . . . . . . . . 7

5 Usability, Meet Productivity . . . . . . . . . . . . . . . . . . . . . . . . . 8

6 The Gift That Keeps On Giving . . . . . . . . . . . . . . . . . 9

7 Farewell, Dry Erase Whiteboard . . . . . . . . . . . . 10

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According to an HP study, people only remember 10% of what

they hear and 20% of what they read, but about 80% of what

they see and do.

In fact, the human brain processes visuals 60,000x faster than

text. This is why whiteboard selling is so effective. The intersection

of visual and verbal creates the most effective communication.

Source: HP, Power of Visual Communications

People remember:

10% of what they hear

20% of what they read

80% of what they see and do

Don’t Say It. Display It.

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Create Conversations – Not Presentations

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Gartner recently lamented that Sales had lost its mojo and effectiveness.

The standard slide show presentation has little or no value in the sales

process today. Particularly for B2B sales, sales is about people selling

to people. It is critical to go beyond the standard presentation and engage

your customers around their needs so you can clearly define the value you

can bring to them.

“What they really want is more custom, tailored, business and industry specific information which highlights how a particular technology or service can enhance ‘their’ business.”

– Gartner

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A study by The Aberdeen Group reported that holding more meaningful

customer conversations was a top priority for increasing and sustaining revenue.

It also reported that conducting an interactive whiteboard conversation, instead

of a static PowerPoint presentation, led to the following:

Source: The ROI of Whiteboarding, Mastering Technical Sales

Increase in Lead Conversion Rates

Shorter Time-to-Full-Productivity for Sales

Shorter Sales Cycles

Whiteboard Better, Sell Faster

50%

29%

15%

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Today’s web conferencing and screen sharing solutions do nothing for the people who are not in the room when it comes

to whiteboarding. They cannot see what is happening on the whiteboard or add to the brainstorming taking place. Taking

pictures of whiteboards during or after meetings is not the answer. They are blurry or you can’t make out what was written.

The new generation of mobile whiteboarding solutions let you display and share the screen. For the people in the room, you

can connect to the projector or LCD panel, or wirelessly via solutions like Apple TV®. So it is as big or bigger than a physical

whiteboard. But best of all, you can share it with people not in the room, even letting them draw, add images, or other

content in real time. No passing the ball back and forth between users. Just a real time interaction.

Let The World See What You’re Thinking

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The mobile whiteboard brings both simplicity and power. It is so easy to use, and yet goes far beyond today’s

physical whiteboard.

It allows you to draw with a finger or stylus. But the mobile whiteboard lets you do so much more than draw. It has

a library of icons, and pre-defined templates to customize for your discussion. You can create as fast as you

talk, just by dragging and dropping in images onto your whiteboard. You can import any image you want,

and even use your company’s approved images for a ‘branded’ whiteboard discussion. There is a full

keyboard for note taking. And it has an infinite canvas, so you will never run out of room.

The fact is a mobile whiteboard enables

better whiteboard selling. Often sales

professionals are self-conscious

about drawing and creating

understandable whiteboards.

With the mobile whiteboard, the

icon libraries make any sales

person’s work looks great.

Usability, Meet Productivity5

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Mobile whiteboards let you save your work, so you can return to it.

That means you can pick up the conversation right where you left off. Also, you can

save your work in many formats (PDFs, PNGs, JPGs) which lets you share the work with

customers right after you’re done.

This is critical in the enterprise, where the sales cycles are longer and often require

management or executive buy in and support. Mobile whiteboards give you the format to share

that work across your customer’s organization and to upper management without having to

recreate your work in PowerPoint.

The Gift That Keeps On Giving

“I can save a whiteboard from the meeting today, and do not have to start back over from scratch when getting back together with the customer again in two weeks.

– Sales Engineer, Fortune 500 Storage Company

“The customer liked the whiteboard so much they asked my rep to share it with them so they could share it with their Board.

- Vice President, Sales, Cloud Hosting Company

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With the drop in cost for LCD displays, more and more

businesses are now opting for large displays over the

physical dry erase board. These displays let anyone plug into

them with their laptop or tablet, or even screencast to it.

Sales needs to be prepared for this growing scenario where

the legacy whiteboard is no longer in the room with them.

The mobile whiteboard is required for this situation.

Not only is it as easy to use as the physical dry erase board,

you have the ability to drop in your company’s images, share

with people not in the room, all while the whiteboard is being

displayed on a large screen, bringing shared context to

everyone participating.

Farewell, Dry Erase Whiteboard

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Is your sales team looking to drive richer engagement and interactions with your customers?

Interactive whiteboarding is a proven sales tool. But with 33% of attendees accessing meetings from a device, Sales needs a new whiteboard – a mobile whiteboard. One that lets them interact in real time with people not in the room. And lets you save and share your discussions as you please.

With most sales teams already leveraging mobile sales apps and the cloud, this is a natural addition to drive and capture more meaningful discussions with customers, while increasing lead conversion and reducing the sales cycle. The future of sales teams is mobile. And now, the whiteboard is, too.

Driving better sales discussions

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