Sales and Marketing Performance Blog

What is the most Effective Whiteboard Storytelling Training Method?

Posted by Mark Gibson on Thu, Oct 10, 2019

In my previous post, How Much Does a Whiteboard Story Cost to Create?, I discussed the cost elements associated with developing various types of whiteboard story.

Read More

Topics: whiteboard storytelling, virtual training

Whiteboard Storytelling vs. PowerPoint - a Comparison

Posted by Mark Gibson on Tue, Oct 01, 2019

Microsoft PowerPoint has been installed a billion times on Mac and Windows systems since launching in 1990. With an estimated 95% market share of the presentation market and more than 500 million users, Microsoft PowerPoint is a behemoth in the market and their collective competitors, mere minnows.

Read More

Topics: storytelling, powerpoint, whiteboard storytelling, baseline selling

How Much Does a Whiteboard Story Cost to Create?

Posted by Mark Gibson on Mon, Sep 30, 2019

People ask me this question when they are curious about creating whiteboards, and the truth is that it depends on your purpose and desired outcome. In this article, I discuss whiteboard types and their purpose and a process for creating a whiteboard story.

Read More

Topics: consultative selling, challenger selling, storytelling, whiteboard storytelling, commercial insight

Channel Enablement - Visual Storytelling Centrify Case Study

Posted by Mark Gibson on Mon, Nov 05, 2018

Storytelling, Visual Storytelling and asking insightful questions are three of the most important skills for all customer-facing professionals for learning, retaining and engaging buyers in conversation around their issues. They are equally important for conveying your story to prospects and customers in a way that makes an impact on them and that they are likely to remember.

Read More

Topics: visual storytelling, story, whiteboard storytelling

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.

Read More

Topics: sales ramp, whiteboard storytelling

Subscribe to Our Blog

The B2B Buying Process Sales Guide 

The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.

buyers_journey_cover

Click on the image or on this link to download the B2B Buying Process Sales Guide

Selling Disruptive Technology?

Get the new eBook update from the authors of "Why Killer Products don't Sell"

impact-1

This new 20 page eBook is a primer for entrepreneurs, executives and investors in early stage technology companies. 

Sales and Marketing Alignment eBook

SMA eBook iconSalespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook explores messaging alignment principles and uses a new content delivery platform to assist in the message capture and delivery process.

The Quick and the Dead

An inbound lead is as cold as a mother-in-law's kiss after 1 hour.
Responsiveness is the new competitive advantage in selling. Download the WittyParrot eBook to learn how.

speed in sales

Connect on Social Media

Popular posts

Categories