Sales and Marketing Performance Blog

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: the technology executives guide to selling disruptive technology.

Posted by Mark Gibson on Thu, Nov 06, 2014

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

CSO Insights 2015 Sales Performance Optimization Survey

Posted by Mark Gibson on Wed, Nov 05, 2014

It's 2015 Chief Sales Officers (CSO) Insights Sales Performance Optimization survey time and this is your invitation to participate in one of the most comprehensive and useful surveys of sales behavior. 

Why bother?
For 20 minutes of your time you will receive the most comprehensive sales behavior survey in the industry. It will be interesting to see what sales executives place at the top of their Barriers to Effectiveness list in 2015. Here is last years report.
Results from previous research studies have been referenced by publications such as Harvard Business Review, Dow Jones, Wikipedia, Selling Power Magazine, and others.

2015 is all about revenue growth. Achieve this, and shareholder value will increase. Fail to do so, miss your number, and investors will punish you!

To help companies determine the right strategies to increase sales in the coming year, CSO Insights' 21st Sales Performance Optimization study will focus on four key themes:
  • Find More—by optimizing lead generation
  • Win More—by closing more forecast deals
  • Keep More—by minimizing customer churn
  • Grow More—by maximizing customer wallet share

The research report will retail for $795.

Be a part of the research project and get the results early in February at no charge.
As a special thanks, you will receive the CSO Insights Sales Performance Optimization 2014 Key Trends topical report which summarizes last year's report.


Please feel free to forward this to your colleagues whom you think would like to participate and receive the 2015 CSO Insights Sales Performance Optimization Survey in February free of charge.

Click here to take the survey
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Topics: CSO Insights, sales performance, 3d printing, SPO

Why Marketing must lead in making content findable

Posted by Mark Gibson on Tue, Nov 04, 2014

This article why-marketers-must-lead-in-making-content-findable was published on Inbound.org today.

Finding, using and reusing sales, marketing and technical information resources should be simple and quick.

But isn’t in most companies.

64% of enterprise search practitioners in Findwise 2014 Survey believe information is hard to find. In Findwise 2013 survey, 79% believe that finding the right information is critical to business success. 

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Topics: content reuse

Don't Just Curate Content - Harvest it

Posted by Mark Gibson on Mon, Nov 03, 2014

Sandhill.com, published "Don't Just Curate Content - Harvest it" last week, which I co-wrote with Jim Burns of Avitage.


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Topics: Content Curation

Visual Storytelling for Salespeople - Video

Posted by Mark Gibson on Sun, Nov 02, 2014

Visual Storytelling is part 3 of the Your PowerPoint Sucks Webinar Series.

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Topics: visual storytelling

The Hero's Journey and Basic Storytelling - Video

Posted by Mark Gibson on Wed, Oct 15, 2014

In my prior post, I introduced Visual Perception, which is part 1 of a three part video series from the Webinar, Your PowerPoint Sucks - and what you can do about it.

I posted part 2 in a blog on LinkedIn today with part 2 of the video, Your PowerPoint Sucks, Pt 2. Basic Storytelling.

The following video included below is part 2 of the series and it is a primer on basic storytelling. It runs for just over 8 minutes and introduces the "Hero's Journey" story structure and the need for contrast and tension in your presentation or story.

Will be of interest to sales people, sales enablement professionals and marketers wishing to improve their ability to tell stories.

 
If you or your sales enablement or marketing team needs help with the underlying messaging and storyline to bring your presentations to life, please contact us.
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Topics: storytelling, powerpoint, the heros journey, joseph campbell

Your PowerPoint Presentations Suck Pt. 1 Visual Perception -Video

Posted by Mark Gibson on Thu, Oct 09, 2014

Do your PowerPoint sales presentations suck? - be honest.

If they look anything like the spoof slide below, then this series of three 10-minute videos will be of interest. 

PowerPoint is ubiquitous, often maligned and most often misused... but as a presentation medium it has great utility.

We just need to get better at using PowerPoint and to improve the stories and visual elements that we use to create our presentations.

Your PowerPoint Sucks and what you can do about it

Part 1. A brief primer on visual perception with some important concepts.
Part 2. A primer on basic storytelling.
Part 3. A primer on visual storytelling.



If you or your sales enablement or marketing team needs help with the underlying messaging and storyline to bring your presentations to life, please contact us.
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Topics: storytelling, powerpoint, visual storytelling, story

I'm Blushing - I Sent a Piece of Naked Content

Posted by Mark Gibson on Wed, Oct 01, 2014

Editors, journalists, marketers, sales operations and sales enablement professionals, who curate content for readers to share, should always give it a content header to create value for the receiver.

A content header is an explanatory summary that precedes the content body or link, to help the reader to quickly determine if the content fits their requirement, is useful in other ways, or will work for their customer use-case.

The job of content is to get shared and passed along. A content header multiplies the likelihood that a piece of content will get shared, by an order of magnitude.

A Content Header has 3 Purposes

  1. It helps the person creating or preparing the content to think clearly about the purpose of the content, the audience and the key themes so it will resonate with the content consumer.
  2. It helps when requisitioning content from marketers, agencies, and external writers.
  3. It helps people to deploy the content more effectively, so that it will get shared and read. 
When someone creates a piece of content in most businesses today, it may get used once or twice and never see the light of day again.

When content is prepared in a collaborative content ecosystem, it gets created once with a content header, and is available for consumption and reuse by marketing, demand management, sales, channels and support.

Content header enables a fast and convenient, single point of access to enterprise content, regardless of content type or where it is located.

While there are no standards for content headers, this is the one that we use... feel free to use it in your content operations.

Content Header Template: 

Thanks to Jim Burns of Avitage for this short content header.

Content Type and Title:
Author:   
Source:   
Date:   
Topics:   
Target Audiences (Segments/Roles): 
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Topics: Deloitte, content header, naked content

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