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 Challenger Sale – Who paid for your last sales call?
Would your prospect have paid you for the value they received from meeting with you or one of your sales executives on your last...
Challenger Selling and Whiteboarding – a perfect combination of tools
I've just finished reading and can recommend a new book by Matthew Dixon and Brent Addington entitled "The Challenger Sale" and I enjoyed the...
Three Tips to Overcome the Channel Sales Enablement Blues
Channel Sales Enablement Channel sales enablement is an ongoing process of messaging, training, marketing, communicating, coaching and leading by example and when implemented correctly helps...
Put the Clicker down and Step Away from the Powerpoint Projector
Sounds like a line from a familiar TV show, except it would be "put the gun down and step away from the ....." The best...
Using a Whiteboard to Improve Discovery and Qualification
The following article is based on a recent client conversation and could be of value to anyone interested in using a whiteboard to improve...
Hubspot triples R&D, gets a B+ for 2011, sets bold course, #HUGS2011
I was in Boston last week for #HUGS 2011, the 2nd HubSpot User Conference and this is my report. Last week in Boston...
3 Critical Success Factors for SaaS Channel Sales Success
Recently I spoke to Justin Pirie about his role at Mimecast and his take on the biggest factors to get right in building a...
Waterboarding Clients with PowerPoint? Try Whiteboarding Your Story
I don't condone torture, nor do I consider Waterboarding an acceptable treatment for detainees of any race or religion. If you want to read more...
What’s in a Brand – Conveying your Brand Value Proposition
A large assortment of some of the World's finest cars came to my home town last week for the annual Concourse de Elegance in...
A Challenging Whiteboarding Sales Encounter
I had a hilarious morning today, now that I look back on it - and it really didn't phase me when it was happening,...
Avoid these 5 Pitfalls for effective Whiteboard Sales Presentations
Give any 2 year old a set of whiteboard markers and a whiteboard and you have a budding artist and whiteboarding fan. Give a...
Kill these 10 Words from your Copy to Improve Marketing Performance
Words. Often it's the little things that turn visitors off after arriving at your Website, reading your copy in a brochure or sales letter,...
Kill these 11 Words from your Copy to Improve Marketing Performance
Words. Often it's the little things that turn visitors off after arriving at your Website, reading your copy in a brochure or sales letter,...
Time to Bring Outside Sales Inside – A Guide to Virtual Selling
This article is relevant for B2B technology sales professionals, not just inside sales, as we are all becoming more virtual in our engagement with...
Visual Storytelling and Presentations that Sell
Selling with Pictures and Emotion What makes a great sales presentation and what's the difference between a good presenter and poor presenter?Lets get crystal clear...
Using a Whiteboard to get your Killer Product Across the Chasm
Early adopters of new technology are prepared to accept more risk with early stage technology than the majority of buyers. Getting across the Chasm and...
Cave-Man, Selling and the Art of Visual Storytelling
If you are unfamiliar with the Paleolithic cave paintings of Lascaux or Chauvet Caves in France, you might click on this link to the...
New Trade-Show Best Practices – Present from a Visual Confection
Do you attend B2B technology tradeshows? If you do, please answer the following questions to put you in the trade-show mind-set. Do you love tradeshows...
New Trade-Show Best Practices – Use a Whiteboard to Tell Your Story
Do you attend B2B technology tradeshows? If you do, please answer the following questions to put you in the trade-show mind-set. Do you love tradeshows...
Product Training Doesn’t Work- Get Sales to DO Product Training
Plenty of conversations at the excellent Sirius Decisions marketing event earlier this month lead me to believe that there is a major problem in...