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.
Shelby Cobra – a marketing brand with adrenaline
Old School - "Mad Men", Top-down Branding The marketing World is always evolving, and one of the most notable shifts in recent years has been...
Is Your PowerPoint Sales Presentation Boring Your Audience to Tears?
I've developed a conditioned reflex when I know I'm going to have to sit through a PowerPoint presentation… I feel a certain uneasiness and...
Mirroring & Rapport as old as Man, still new to Sales Skill Training
NLP has its strong proponents and equally strong detractors in the sales training community. If it can't be measured it must be bunkum is...
The Four Sales Objections & What Buyers Really Mean – Exercise
The Four Big Objections This post explores the nature of objections and examines their meaning and offers an interactive game at the end of...
Consultative Selling Secrets – and other myths
Consultative Selling Myths Sales books, blog-posts and training courses that offer "consultative selling secrets" and magical closing-techniques, constantly amuse me. Most of the ideas in…
Learning to Listen – the most Important Sales Skill – (video)
How important is listening as a skill for sales and support people? I would rate it as the #1 skill and an essential development area...
An Inbound Marketing Website Design Inspired by an Apple Store visit
I visited the Apple Store in Monterey CA., three times in the last three months to buy products and noticed what a pleasant experience...
Creating Powerpoint Visual Confections using a Wacom Bamboo Tablet
A visual confection is a powerful tool for communicating a lot of information in a short space of time. Visual confections are excellent sales aids...
10 Symptoms a Mid-Life Marketing Crisis in B2B Technology Companies
Your company is fairly successful, but you're not about to be acquired by Google or Facebook for a billion dollars, so it's more of...
Measuring Inbound Marketing Messaging Clarity and Effectiveness
How important is clarity in your messaging and how clear is your message? Sales and marketing are dependent on the clarity of your message to...
Ten Presentation Rules for Sales People to Improve Engagement
I spent Yesterday with the Duarte organization in Mountain View, CA. in a one day Resonate story development Workshop. This was an excellent workshop that...
Eliminate Culture Barriers in Sales Training with Visual Storytelling
Recently I had the pleasure of leading a global Whiteboard Selling Enablement Symposium for Siemens in Cologne Germany. Since working as an affiliate of Whiteboard Selling,...
Why Prospects Lie to Sales People and how to change their minds
I saw this article from Seth Godin last week "Why Lie" on why prospects lie to salespeople in another forum and commented on it. I'm not...
10 Reasons to Leave the Laptop and PowerPoint behind on a sales call
With so much at stake in every prospect encounter, why would I promote the idea of leaving the laptop, PowerPoint presentation and LCD behind? I've...
The Challenger Sale – Book Review
The Challenger Sale (TCS), by Matt Dixon and Brent Adamson is an important book for sales professionals and sales managers involved in complex B2B...
Transactional Analysis in Sales – Manipulative or Necessary?
I read David Sandler's book "You Can't Teach a Kid to ride a Bike at a Seminar" in 2002 and was intrigued with some...
Start-up Sales VP Regrets – I wish I had done this 2 years ago
I had dinner with a Sales VP of an early stage technology company this week and discussed her business and her experience in building...
PowerPoint, Memory and Visual Storytelling
Users of PowerPoint like it because it's easy to create and modify presentations and that's the good news. The bad news is when you...
Downton Abbey – Great Storytelling and its Importance in B2B Selling
The PBS Masterpiece Theatre period costume drama, Downton Abbey is a masterful example of visual storytelling, featuring superb British acting talent, staged in the...
Three Must Read Books to Improve Sales and Marketing 2012 Results
If you haven't read these three books yet, the good news is there is still time to read them and make an impact on...