In this solo video recorded at Karachi Airport, Zach Selch introduces and recommends the book Whiteboard Selling by Corey Summers and David Jenkins. He critiques the over‑reliance on PowerPoint decks, noting that while he personally enjoys decks, there is significant power in abandoning them for a more informal, conversational visual approach. Selch explains that using a portable whiteboard (typically an 18" × 18" board with erasable markers) lets a salesperson sketch ideas on the fly, creating a sense of spontaneity that can make the customer feel more engaged. He emphasizes that you don’t need to be an artist; the book offers simple techniques for non‑artistic sellers to convey information visually, especially when questions arise during a discussion. The content is positioned as valuable for sales managers who can teach their teams the method, as well as individual contributors who sell to small groups or want to move away from desk‑bound presentations. Selch closes with a brief call‑to‑action, inviting viewers to contact his firm for help growing international sales.
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Hi, I'm at the Karachi Airport in Pakistan. I want to talk today about a book called Whiteboard Selling by Corey Summers and David Jenkins. And it's an interesting book. You know, we get tied up into using PowerPoints and locked into our PowerPoints. And believe me, I use PowerPoints and I love PowerPoints and I'm a deck guy, but There's a huge amount of power to not using a deck and to being able to tell a narrative casually or seemingly casually. And there's a huge amount of power to sitting with a customer and saying, you know, I prepared a deck, but since we're just talking, why don't we just talk through this and I'll tell you a little bit about what we do and how we do it. And there's always stuff that you want to make visual. And I'm not a good artist. I don't know how to draw. Whiteboard selling is sort of about how to use a whiteboard to draw out ideas in the same way you might with a PowerPoint. But I think there's a power to making it seem informal, casual, almost unplanned. It's a way to plan to seem unplanned when you're presenting to a customer. And I like to carry carry a portable whiteboard with me with erasable markers in my bag. It's, you know, 18 inches by 18 inches, more or less, and it really, really helps. But a lot of people have whiteboards around, or you grab a piece of paper. There's something very endearing, something very casual, something very seemingly spontaneous to pulling out a pen and starting to sketch anyway. And whiteboard selling is all about that. Talks about how to do it, the best ways of doing it, and the best ways if you're not an artist to visually pass the information on to your customer. A lot of people— well, virtually everybody is going to get some of their information visually, and they feel a lot more comfortable not just having either a discussion or even a monologue, but really as questions come up to have you pull out a pen and answer if you don't have a slide. And so Whiteboard Selling is a great, great book for that. I've read a couple of books on utilizing visual drawing tools and stuff like that. This is probably— well, this was certainly the first one I used, and it probably gave me the solid basics to start. So good for a sales manager because This is something you can pass on to your team or curate for your team, but very good for an individual contributor who wants to up their game, especially if a lot of your selling is going to take place to small groups as opposed to, you know, the more formal PowerPoint-type setting, or if you want to push it in that direction towards getting away from being too reliant on your desk. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.
