Sales and Marketing Performance Blog

The Essence of Listening - and Success in Sales

Posted by Mark Gibson on Thu, Jul 30, 2015

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 this post is a game to test your linguistic skills in handling sales objections.

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Topics: listening skills, consultative selling skills

It's Sales Kick-off Time - Plan More than a Hangover!

Posted by Mark Gibson on Tue, Jul 07, 2015

I wrote this article having attended a sales kick-off and sales enablement event for a major technology company.

This event, while similar in many aspects to a traditional kick-off, varied greatly in the take-aways for each individual sales attendee.

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Topics: sales enablement, sales kick-off, whiteboard story

Social Selling - The Wrong Way

Posted by Mark Gibson on Thu, Jun 25, 2015

How NOT to use LinkedIn

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 SPAMMY connection requests.

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Topics: linkedIn for business, social selling

The 10 Worst Email Opening Lines

Posted by Mark Gibson on Wed, Jun 17, 2015

To reach new B2B Buyers and connect via email is a low probability game, but the marginal cost of sending email is close to zero, so don't expect volume to decline.

Email is a science, with every element from the senders name to the signature analyzed and dissected for optimal performance. If you want to read the current research, follow this link to directly read the 2014 report.

This article is about the opening sentence and will be of interest to sales and marketing professionals.

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Topics: B2B selling

Solutions for ADD and AD-HD Salespeople - Advice from Experts

Posted by Mark Gibson on Thu, Jun 04, 2015

Dear prospective customer,

Apologies for the many times we salespeople have sat in front of you - selectively (not) listening, interrupting you and telling you what you needed, before you had finished your sentence.


Image by Aoki Tetsuo

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Rules for Salespeople at Tradeshows

Posted by Mark Gibson on Fri, May 22, 2015

This article was publsihed in full, yesterday on Linkedin pulse, you can find it under "What not to do at Trade Shows".

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Topics: trade-show

The 19th Century called - they want their buying process back

Posted by Mark Gibson on Mon, May 11, 2015

In 2003 I was working in a Silicon Valley tech startup. Google was just 5 years old, the iPhone was a glint in Steve Jobs’ eye, and Blackberry was the king of the smart-phone market.

I’ll never forget one meeting at the disc drive manufacturer Maxtor; the buyers in the meeting knew nearly as much as we did about our product and they knew more about our competitors product (Google search) than we did. 

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Topics: b2b buying process

Hot New Apps and Cool Speakers at Sales 2.0

Posted by Mark Gibson on Fri, May 01, 2015

The Sales 2.0 Conference in San Francisco on Monday and Tuesday this week was well attended, had excellent speakers and a new crop of hot sales effectiveness and incentive applications. This post provides highlights of topics presented as well as links to some of the coolest apps.
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Topics: sales 2.0

Reducing Sales Ramp to Accelerate Growth - Pt. 1.

Posted by Mark Gibson on Mon, Apr 13, 2015

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 to speed?”

The answer to this question takes more than a few minutes and it varies, depending on the complexity of the product and the learning culture of the organization.

But ramping new hires quickly in a SaaS business is key to accelerating business growth.

Part 1 of this two-part blog post examines the causes of the slow sales ramp and explores ways to reduce it.

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Topics: sales ramp, whiteboard storytelling

The Half Life of a Learned Skill is 5 years - Toward a New Culture of Learning

Posted by Mark Gibson on Sat, Apr 11, 2015

I was in the audience when John Seely Brown and Prof. Peter Denning took the stage a t the  SRII conference  in San Jose, CA. - what a privilege
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Topics: sales training, sales, learning, knowledge, john seely brown, peter denning

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