B2B sales and marketing teams have not embraced technologies such as whiteboarding for visual storytelling even though they can improve demand generation.
Only 13% of salespeople use an interactive writing surface such as a whiteboard to support their customer conversations, according to a survey of more than 300 B2B salespeople and marketers by Corporate Visions, a sales and marketing messaging company.
Respondents who use whiteboards reported that they can have a positive impact on various aspects of the buying cycle, including demand generation (8%); presenting/differentiating their solution from the competition (25%); illustrating the business impact of their solution (17%); and explaining the implementation process (6%).
PowerPoint (33%) was the most commonly used sales presentation tool, according to survey respondents.
This means salespeople are missing opportunities to present ideas in a more engaging way and to differentiate their messages, conversations and presentations to customers and prospects, said company officials.
