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Mark Gibson

Mark Gibson
Mark Gibson has been at the forefront of developing sales and marketing tools that create clarity in messaging value for 30 years. As a consultant he is now engaged in helping sales, marketing and enablement teams to get clear about value creation. Clarity attracts inbound leads, clarity converts visitors into leads and leads into customers, clarity builds mindshare, clarity engages customers, clarity differentiates value, clarity helps onboard new hires clarity helps raise funds, clarity + execution win markets.

Reducing Sale Ramp Time to Accelerate Growth Part 2.

Ramping new hires quickly in a SaaS business is key to accelerating business growth. In part 1 of this post I discussed the high cost...

The Challenger Customer – Book Review

Long awaited and an even more useful book for sales enablement and marketing professionals than The Challenger Sale. “The Challenger Customer, Selling to the hidden...

Moving the Needle and other Sales Enablement Challenges

According to Sales Benchmark Index, now 13% of salespeople are selling 87% of the business.When I asked Bob to draw the quota distribution graph...

The Essence of Listening – and Success in Sales

This article "The Essence of Listening" was written and delivered as a recent Toastmasters speech - Project 2 in the Competent Communicators Handbook. It...

Social Selling – The Wrong Way

This article is a lesson for sales newbies and people who are new to LinkedIn. Anyone who has been using LinkedIn for a while will...

Reducing Sales Ramp to Accelerate your Business – Pt. 1.

Recently I attended a Sales Hacker forum and one of the questions from the group was “We have a very complex product, it takes...

CSO Insights Report Highlights – The Great Sales & Marketing Divide

The CSO insights 2015 Sales Performance Optimization survey of more than 1000 Chief Sales Officers in companies Worldwide was published last month and the...

Cave-Man, Selling and the Art of Visual Storytelling

Are you familiar with the Paleolithic cave paintings of Lascaux or Chauvet Caves in France? If you are not, please click on this link...

Don’t Just Curate Content – Harvest it

Sandhill.com, published "Don't Just Curate Content - Harvest it" last week, which I co-wrote with Jim Burns of Avitage. Content curation is a hot topic as marketers...

I’m Blushing – I Sent a Piece of Naked Content

Marketers and sales enablement professionals and salespeople who curate content to send to their clients should always give it a content header to create...

Rules for Buyers During a B2B Sales Call

This blog post is a set of behavioral rules for B2B technology buyers to follow so as to maximize the value and the time...

The Secret to Ramping New Sales Hires

Onboarding and Ramping New Hires   Sales and channel executives responsible for hiring and ramping new hires have a whole host of challenges in finding...

HubSpot Redefines CRM in an Integrated Sales & Marketing Platform

This is not an objective view of the new HubSpot CRM product, as I am a HubSpot customer and a HubSpot reseller and have...

Taking Your Sales Conversations to a Higher Level

Would you like to take the conversations your sales and channel teams are having with prospects and customers to a higher level, so they...

Evolving Sales & Marketing Content Creation to an Operational Process

This article was also published in the June 2014 edition of Top Sales World Magazine Selling is a Series of Conversations - Underpinned by Content…

Rock, Paper, Scissors, Intelligent Content – Game Over!

Rock, Paper, Scissors or as it is otherwise known, roshambo, or ick-ack-ock, is a hand game usually played by two people, where players simultaneously...

Rules for Buyers in a B2B Sales Call

This post was originally published on the Admarco.net Website under the title Rules for Prospects and Customers During a B2B Sales Call This blog post...

It’s Not How You Sell, It’s How Prospects Buy

Sellers are struggling and buyers are in charge. Is it time to align our sales and marketing organizations around how buyers actually buy and to...

W is for Word of Mouth

>Word of mouth is worth far more than many kinds of advertising. Advertisements rarely have genuine endorsements – it’s a pay to play approach. Word...

U is for Upbeat

The general meaning of Upbeat is to be cheerful and optimistic. If you are in sales (everyone is in sales, one way or the other)...

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