Mark Gibson

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 of a slow ramp and the causes of the slow sales ramp problem. I shared some ideas on hiring better quality sales...

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 influencers who can multiply your results” is a “must-read” for all B2B marketing, sales and sales enablement professionals. This book…

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 for his old firm, he drew something that looked like this. This is obviously just a quick hand-drawn sketch from memory,...

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 was a project to organize a speech, with clear transitions, opening, closing, for delivery in 5-7 minutes. At the bottom of...

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 be familiar with the problem outlined in this story and tired of being on the other end of a SPAMMY...

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 12-18 months for salespeople to become fully productive, how can we reduce the time it takes to get salespeople up...

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 findings are alarming.  Salespeople are struggling to hit their numbers and marketing is not contributing enough value!  This article contains links…

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 to the  Chauvet Cave Paintings. The images scraped, engraved, charcoaled and ochred onto the cave walls are stunning. They are masterpieces...

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 struggle to augment internal content creation with 3rd party content to feed a growing constituency, hungry for quality content. Content…

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 value for the receiver.  The following is a true story and a lesson learned. Earlier this year I sent a link…

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 of the hard working, honest and ethical salesperson sitting across the desk or on the phone. It will also serve...

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 and hiring good candidates and in getting them productive.  Onboarding new sales hires in many companies is a process of...

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 not yet had the opportunity of using it. It is a first impression from watching the demo video. Based on first impressions,...

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 address the issues and concerns your buyers really care about? Creating and delivering suitable content for sales conversations across the customer buying...

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 If you are in the sales, sales enablement, product management or product marketing, you know that a B2B sale is…

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 form one of three shapes with an outstretched hand.   The “rock” beats scissors. The “scissors” beat paper and “paper” beats rock:...

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 is a set of behavioral rules for B2B technology prospects and customers to follow, so as to maximize the value...

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 develop a language and process that efficiently facilitates the buyer’s journey? Findings in CSO Insights 2014 Sales Performance Optimization Survey…

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 of Mouth endorsements on the other hand come with a personal connection that far outweighs sponsored endorsements.   Think about…

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) being upbeat is NOT optional. It is an entry ticket to get to the next stage. It’s common sense when…

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