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.
The Icarus Deception – Book Review
I recently downloaded Seth Godin's "The Icarus Deception" on Audible as my work habits have changed and I have a couple of 90 minute...
Whiteboard Selling – Book Review
I had the privilege of working closely with author Corey Sommers as a consultant for two years until Whiteboard Selling was sold to Corporate...
Rules for Prospects and Customers During a B2B Sales Call
I've been selling B2B technology around the World for 30+ years and have had little opportunity in that time to be on the other...
Boring Your Prospect to Death? Revive them with a Story
Earlier this year I ran a Sales and Marketing Messaging Alignment workshop for an early stage company in the Bay Area. They are not...
Life after Powerpoint – Using Stories for Engagement
PowerPoint Presentations are the default delivery mode for 95% of the sales and marketing presentations made in the World. What may surprise you is...
Revelations on Story Telling – Survey Results
Last week I co-hosted a "What Great Salespeople Do", Story Telling Webinar with Mike Bosworth to explore what the top 13% of salespeople are...
10,000 Reasons to get Clear about your Value Proposition
Last week I met two entrepreneurs in the customer development phase of building start-up companies. The first entrepreneur, Rajesh Setty founder of WittyParrot and...
Why Salespeople Fail- Failure to Listen & Premature Elaboration
Earlier this month, I immersed myself in two and a half days with Mike Bosworth in his Story Seekers workshop and was once again...
The B2B Buying Cycle and How to Influence it, pt 2
This article is the third in a series of articles on aligning marketing and sales with buying behavior and it will be of value...
The B2B Buying Process and How to Influence it pt. 1
The B2B Buying Process - and how to influence it. Buyer behavior has changed radically in the past 5 years; sales process unfortunately in most...
A Guide to Aligning Marketing & Sales Engagement with Buying Process
Have you ever had a situation where you engaged a prospective lead, they showed a lot of interest, your meaningful conversations led to a...
Overcoming the Post-merger Sales Revenue Challenge
Mergers and acquisitions hold promise for owners and investors of combinatorial synergies to reduce costs, increase profit, extend market and product coverage, as well...
The Three Humped Camel and other Sales Enablement Phenomena
Last week I met with a top sales enablement professional, whom I'll call Bob. The purpose of the meeting was to exchange ideas and...
Using Brand Positioning and Content Creation to move into New Markets
This week I met with the marketing leadership team of a successful and fast growing B2B technology company with a disruptive innovation. The purpose...
Why Join.me is a smart choice for Inside Sales, SMB’s and consultants
I'm not in inside sales, I'm a consultant, but 95% of my interaction with prospects and customers occurs over the phone and Internet, so...
I’ve no time for a PowerPoint Sales pitch, Just Give me the Big Idea
Is it my imagination or have you too noticed that the average length of time for a sales call has gotten shorter lately? I'm interested...
The State of the Union between Sales and Marketing
The news is that the state of the union between sales and marketing is not all bad. Like President Obama's State of the Union...
Your Sales Problem is not the Problem, it’s in Marketing
The Symptoms are not the Problem I have detected a pattern in our inbound lead generation that indicates a typical problem in mid-sized SMB technology...
5 Steps to Creating Consistent Compelling Marketing & Sales Content
Weak Marketing Kills Dreams and Companies Innovation in our culture is constant, with exciting products created in start-up companies, or incubated in existing corporations,...
Can You Send Me a Sales Proposal? I’m Sorry, We Don’t Do Proposals
Why Responding to Proposals you did not Influence is a bad idea In sales we get the opportunity to learn lessons by making mistakes and...