Sales and Marketing Performance Blog

Training 3200 to Sell Differently in Four Hours using a Whiteboard

Posted by Mark Gibson on Wed, Mar 09, 2011

I was in Las Vegas last month with a team of eight sales enablement professionals from WhiteboardSelling to facilitate a Whiteboard Selling Symposium as part of a global sales kick-off event for over three thousand front line sales and presales support people. Our client, a major player in the virtualization business (I'm writing this as an affiliate partner of WhiteboardSelling) will remain nameless as we are under NDA.

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Topics: whiteboard enablement, whiteboard selling

Creating True Differentiaton in a World of Crappy PowerPoint

Posted by Mark Gibson on Tue, Jan 04, 2011

For the past 7 years I've been helping companies selling high value software or services to uncover their compelling value proposition and to create a positioning and brand messaging architecture in the process of aligning sales and marketing messaging.
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Topics: whiteboard selling, powerpoint

Eleven of the Best Things in 2010–Not really a marketing blog

Posted by Mark Gibson on Wed, Dec 29, 2010

  1. Best Book: Seth Godin's Linchpin really addresses a bunch of personal issues that prevent people from getting the important stuff done.
  2. Obama's healthcare reforms: mean affordable healthcare coverage for me and my family and the employees of our business...and millions of other small business owners and employees in the US.
  3. Moving back to the USA...it was a good time to go to the UK in 2003 and it feels like a good time to be back in the US - an added bonus, we missed the coldest, snowiest winter in Scotland for 60 years.
  4. Becoming an affiliate of WhiteboardSelling provides a logical output of our Messaging Architecture process and translates it into something the sales team will actually want to use and enables me to implement a lot of the Salescraft technique I have developed as well.
  5. Our Toyota Prius has to be the smartest car I've ever owned and we are averaging 50+ MPG. A real surprise inside, with more leg and headroom than our old Volvo Waggon and a terrific load deck that will carry most stuff we need to haul.
  6. Moving in to our Pebble Beach home in just 10 weeks from purchase with a complete renovation has to be some sort of record...thanks to my wife, Robin.
  7. My new Kevin Burns Putter...this is the first putter I have ever owned that is scientifically fitted exactly for my physiology and putting stroke. It is also the finest quality milled putter available and the custom-fitting-machining process that Kevin Burns invented and his practical stroke improvement tips mean that KBGolf putters are the only truly custom golf clubs that actually improve your game.
  8. Best Work Engagement: Working on implementing Inbound Marketing at hot Cloud Storage spin-out Scality in Paris.
  9. Best Wine of the year: 1976 Penfolds Grange Hermitage - a majesterial wine, still improving, incredible colour, nose and massive sweet and intense chocolatey red and black fruit flavors that linger for minutes, this wine still has 20 years in it.
  10. Best Pub: The Central Bar, St Andrews and ask for a pint of my favorite real ale "Bitter and Twisted" from Harviestoun Brewery.
  11. Best New Golf Course I played: Loch Lomond, Scotland thanks to my host Rick Gardner and the best parkland layout I've ever played - shot a 79 gross.
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Topics: inbound marketing, whiteboard selling

Whiteboard Selling Trumps Powerpoint for Sales Enablement

Posted by Mark Gibson on Thu, Dec 09, 2010

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. If you are interested in PowerPoint best practices you can read a blog I wrote earlier this year.

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Topics: whiteboard selling, powerpoint, whiteboard enablement training

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