I might have chosen slightly different words, but…anyone involved in sales leadership has to appreciate this result and this passion!

Just last month, my DSG colleagues and I received an email from a client’s sales leader with the subject line “FW: Whiteboard Kicks A**” (he actually spelled out the final word, but I wanted to make this a PG-13 post).

Our enthusiastic client was passing along feedback from a conference presentation which centered on a new whiteboard we had developed with the sales team. The client executive who used the whiteboard wrote, “Presented a bit skinnied version of the whiteboard to between 60-70 folks…people were floored by the presentation and the way it spoke to their business. The most interesting thing is there were grad students all the way up to CEOs of companies and they all got the message…absolute proof this applies in all circumstances.”

We typically use whiteboard development as a key part of sales-messaging engagements for two big reasons. The first is because the tool itself, once developed and tested, enables the right type of interactive business-level conversation (from one-on-one with an executive to a room full of professionals). The second reason is that the process of developing an excellent whiteboard forces the sales team to condense its value proposition and get away from product demos.

And that really kicks.