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.
Positioning Statements – Best New Sales Technique of the Year
If your sales team is cold calling, you might try this technique I read a lot of books written by other sales training professionals and...
Traditional Product Training VS. Whiteboarding
Readers of this blog collectively will have sat through tens, if not hundreds of thousands of hours of product training in their sales and...
Features and Benefits are Dead – What’s your Value Proposition?
It's 2011 and still we are presented with B2B Websites, promotional materials, brochures and advertising copy that scream product features and so-called benefits. Sales...
Training 3200 to Sell Differently in Four Hours using a Whiteboard
I was in Las Vegas last month with a team of eight sales enablement professionals from WhiteboardSelling to facilitate a Whiteboard Selling Symposium as...
Selling from a home office – here’s a great sales communication setup
If you are in sales or consulting, live in the USA or Canada and work most of the time from home, you might find...
A Guide to Engaging Sales Presentations – Do not use Powerpoint
On Wednesday last week, I had the pleasure of sitting in a one day course entitled "Presenting Data and Information" presented by Prof. Edward...
Baseline Selling by Dave Kurlan – A Home-run for sales people
As a sales professional and sales performance coach, I read a lot of books and invest in some way in my own professional development...
Its Sales Kickoff Season – A time of Rah Rah, Renewal and Hangovers
I'm in one of America's premier convention cities as I write this, having attended a sales Kick-off and sales enablement event for a major...
What is the Difference Between Qualifying a Sales Prospect In or Out?
If you ask any group of salespeople what the difference is between qualifying a sales prospect in, or qualifying out, you are bound to...
Creating True Differentiaton in a World of Crappy Presentations
For the past 7 years I've been helping companies selling high value software or services to uncover their compelling value proposition and...
HubSpot Inbound Marketing Performance Review – Year 2
This month marks the second anniversary as HubSpot Inbound Marketing customers and the following is a review of what we have achieved and learned...
Whiteboard Selling Trumps Powerpoint for Sales Enablement
Death by PowerPoint is a familiar a phrase that I am sure every reader of this blog has both heard and experienced...well near-death anyway....
HubSpot Shopify Integration a BIG DEAL for SMB online marketing
Big news this month at HubSpot is the integration between HubSpot's Inbound Marketing platform and Shopify's e-commerce platform. Haven't heard of Shopify? Shopify is a...
We’re doing all this marketing 2.0 stuff, but nothing’s working!
I spoke with a prospective client this week in the marketing services business and after a brief introduction she expressed her frustration, "We’re doing...
SEO is not a one off event, it’s a continuous creative process
"We have just spent $25,000 on an SEO project and we don't have the budget right now!" I have heard this sales objection a couple...
Quality trumps quantity in B2B Marketing lead generation
For B2B marketers, quality trumps quantity lead generation priority and according to a recent Marketing Sherpa poll, generating quality leads is the greatest challenge...
Plumbing Supplies Industry Marketing – in the toilet
During recent bathroom renovations I had cause to research the alternatives to replacing the wall-mounted toilets in our 1960's California Ranch style house and...
Hubspot Review – HUG2010 First User Group Meeting
Technology companies come and go, but only a small fraction of 1% of founding teams discover a scalable business model and steer their company...
How to Grade Inbound Marketing Messaging Effectiveness
Most of the readers of this blog will agree that Inbound Marketing or Internet Marketing is the future of marketing; but it's a journey,...
Boost Inbound Marketing Effectiveness – Clean up your Blog
We moved from our home of 5 years in Scotland last month as we are returning to Northern California, settling in the Carmel/Monterey area...(also...