Sales and Marketing Performance Blog

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

The Great Sales & Marketing Divide - CSO Insights 2015 Report

Posted by Mark Gibson on Wed, Feb 25, 2015

The CSO insights 2015 Sales Performance Optimization survey of more than 1000 Chief Sales Officers in companies Worldwide was published last month and the findings are alarming. 

Salespeople are struggling to hit their numbers and marketing is not contributing enough value! 

This article contains links to resources to answer some of the "How can I improve sales performance?" questions

Article Length: 1960 words

Reading Time: 10 Minutes

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Topics: b2b sales and marketing

Your Brain on Story

Posted by Guest Blogger - Deborah Braun on Tue, Dec 02, 2014

Remember the old egg in the frying pan image for the big
anti-drugs campaign in the late 80’s, this is your brain, and now this is your brain on drugs?


Your brain on story is the complete opposite, as both hemispheres are engaged, neurons are firing, and listening and retention of information are at peak levels.

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Topics: story seekers

Cave-Man, Selling and the Art of Visual Storytelling

Posted by Mark Gibson on Fri, Nov 21, 2014

Are you familiar with the Paleolithic cave paintings of Lascaux or Chauvet Caves in France? If you are not, please click on this link to the  Chauvet Cave Paintings.

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Topics: visual storytelling, whiteboarding, visual perception, cave-art

Selling with IMPACT: a guide to selling disruptive technology.

Posted by Mark Gibson on Thu, Nov 06, 2014

If you subscribe to current research, buyers are contacting vendors at somewhere between 60-70% of the way through their buying process.  What this research fails to mention is this only applies to mainstream technology that is in established markets and where there is an identified and known set of competitors. 

Buyers enter the buying process depending on technology maturity and buyer risk tolerance. I like to use the IMPACT mnemonic to describe buying cycles because I think it more accurately reflects what is actually going on in the buying organization

IMPACT The six phases of the buying process are easy to remember as they will have an enormous IMPACT on your company’s performance:

There are the Early Adopters (EA) who are happy buying innovative solutions. There are the Early Majority (EM) who want to buy the market leader. And there are the Late Majority (LM) who want to buy a commodity at the cheapest price. Here is where the buyer starts to engage in terms of the IMPACT process.

Early adopters will enter the buying process at 10-20% of the way through a buying process and laggards will wait till they are 90% of the way - and all they care about is price or the service discount.

Successful entrepreneurs, marketers and salespeople selling disruptive technology must learn to recognize early adopters, understand how early adopters engage with innovative technology vendors and how they manage a buying process. 

This is the subject of a new eBook from authors of “Why Killer Products Don’t Sell”, Ian Gotts and Dominic Rowsell, and Adrian King, entitled “IMPACT - the technology executive’s guide for selling B2B disruptive and innovative solutions”.  

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Topics: killer products, selling early adopters, lean startups

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