Sales and Marketing Performance Blog

What is the most Effective Whiteboard Storytelling Training Method?

Whiteboard Storytelling vs. PowerPoint - a Comparison

How Much Does a Whiteboard Story Cost to Create?

2019 Verizon DBIR- Lessons Not Learned

Getting into High-growth Mode - Sales Leadership Podcast #42 notes

Mark Gibson Recognized as Sales Enablement Leader

Channel Enablement - Visual Storytelling Centrify Case Study

The Phoenix Project - A book about IT, Dev-ops and Helping your Business Win - review

The Lost Art of Closing - A Modern Sales Classic

Disrupted - Misadventures in the Startup Bubble

The art of making tea - a lot like making a good sales call

Cybercrime: Global Economic Crime Survey 2016: PwC

2016 Sales Productivity Tips from the Experts

Reducing Sales Ramp Time to Accelerate Growth Part 2.

The Challenger Customer - Book Review

SPAM Nation - Book Review: The Inside Story of #Cybercrime

Experian - T-Mobile hack #databreach gets personal

A Fortunate Life

Moving the Needle and other Sales Enablement Challenges

Escape your Wine Comfort Zone - Trader Joe's 30 Wines under $10 Tasting

The Essence of Listening - and Success in Sales

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

Social Selling - The Wrong Way

The 10 Worst Email Opening Lines

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

Rules for Salespeople at Tradeshows

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

Hot New Apps and Cool Speakers at Sales 2.0

Reducing Sales Ramp to Accelerate Growth - Pt. 1.

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

The Great Sales & Marketing Divide - CSO Insights 2015 Report

Your Brain on Story

Cave-Man, Selling and the Art of Visual Storytelling

Selling with IMPACT: a guide to selling disruptive technology.

CSO Insights 2015 Sales Performance Optimization Survey

Why Marketing must lead in making content findable

Don't Just Curate Content - Harvest it

Visual Storytelling for Salespeople - Video

The Hero's Journey and Basic Storytelling - Video

Your PowerPoint Presentations Suck Pt. 1 Visual Perception -Video

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

Rules for Buyers During a B2B Sales Call

The Role of Content in Ramping New Sales Hires

HubSpot Redefines CRM in an Integrated Sales & Marketing Platform

Chris Anderson: Makers - The New Industrial Revolution (Video)

Turn Marketing Messaging & Sales Content into Sales Conversations

Mark Gibson's Guide to Carmel and the Monterey Peninsula

Expert Prospecting Tips eBook

Capture Tribal Sales Knowledge - When it Happens (Video)

30 Lessons from the 30 day HubSpot Blogging Challenge

HubSpot 5 Year Review - The Best Keeps Getting Better.

One for the Golfers - George Peper's Guided Tour of St Andrews

Content is your Product - Marketing Content Capture & Reuse - Webinar

CSO Insights 2014 Sales Performance Optimization Survey

What not to do on LinkedIn Groups - advice for sales and marketing

Big Changes for Mark Gibson & an Exciting Breakthrough

The Need for Speed in Inbound Sales

Steve Jobs by Walter Isaacson, a book review

The Highs and Lows of Business Travel - and what you can do about it.

An Architecture for Responsive Sales Enablement

Perspectives on HubSpot Inbound13 User Group and Partner Conference

The Icarus Deception - Book Review

Whiteboard Selling - Book Review

Upbeat - A Review of a Little Yellow Book with a Great Big Message

Boring Your Prospect to Death? Revive them with a Story

Life after Powerpoint - Using Stories for Engagement

Revelations on Story Telling - Survey Results

10,000 Reasons to get Clear about your Value Proposition

Why Salespeople Fail- Failure to Listen & Premature Elaboration

Using Visual Storytelling to Get Your Next Job - Case Study

The B2B Buying Cycle and How to Influence it, pt 2

The B2B Buying Process and How to Influence it pt. 1

A Guide to Aligning Marketing & Sales Engagement with Buying Process

Overcoming the Post-merger Sales Revenue Challenge

Tower Data Brand Messaging Update and Website Revamp Project

The Challenger Sale - A Management Consultant's Perspective

Using Brand Positioning and Content Creation to move into New Markets

Why Join.me is a smart choice for Inside Sales, SMB's and consultants

I've no time for a PowerPoint Sales pitch, Just Give me the Big Idea

The State of the Union between Sales and Marketing

Your Sales Problem is not the Problem, it's in Marketing

5 Steps to Creating Marketing Content that Resonates with Buyers

Visual Confections that Sell (video)

Can You Send me a Sales Proposal? - I'm Sorry, we Don't Do Proposals

Lessons from a Sales Legend - The Vern Getman Story

Visual Storytelling Survey Yields Startling Results

Presentation Rules using Visual Storytelling to sell Big Ideas

Using Stories for Sales Engagement - What Great Salespeople Do!

Challenger, Insight and Consultative Selling vs. Transactional Sales

HubSpot Inbound Marketing Performance Review - Year 4

2013 - the Beginning of the End of the Gun-Slinger Sales Era

Its Sales Kickoff Season – A time of Rah Rah, Renewal and Hangovers

B2B Selling: The NCR-MSTR OEM Partnership - Pt 3 Finding a Deal

B2B Selling: The NCR-MSTR OEM Partnership - Pt 2 Defeat

B2B Selling: The NCR-MSTR OEM Partnership - Pt 1. Scorched Earth

Creating Visual Storytelling Images to Empower Sales Communication

The Newton Klotz Story (An amazing sales story & what you can learn)

The Bonfire of the Challenger Salesman - my worst sales call

How to Succeed at Inbound Marketing and then Totally Fail

CSO Insights 2013 Sales Performance Optimization Survey - A Survey for You

Why Sales needs to align with Product Management to win more business

B2B Sales and Marketing in Transition - What's working?

B2B Sales in Turmoil - Who Needs Salespeople?

Sales and Marketing in Transition- 3 Big Pieces of the Puzzle

Inbound Leads - a Critical Success Factor in The Challenger Sale

Engaging with a Whiteboard and Story when You've Got no Time

Your PowerPoint Sales Presentations Suck (And How to Fix Them)

Whiteboard Selling acquired by Corporate Visions - Visual Storytelling goes mainstream

HubSpot3 Review at #Inbound12 - Time to get Inbound Marketing

Sales Qualification Tip to Eliminate “No Decision” Losses

Shelby Cobra - Brand Marketing with Adrenaline

Improve Sales Kickoff ROI - add Visual Storytelling Training

Is Your PowerPoint Sales Presentation Boring Your Audience to Tears?

Developing Rapport through Mirroring, essential Sales Skill Training

The Four Sales Objections & What Buyers Really Mean - Exercise

Consultative Selling Secrets – and other myths

Brand Value Proposition and your Logo - Nobody Cares except you!

5 Reasons Why Whiteboarding is a Smart Sales Enablement Investment

Learning to Listen - the most Important Sales Skill - (video)

An Inbound Marketing Website Design Inspired by an Apple Store Visit

Ten Tips for Effective Whiteboard Sales Engagement

Creating Powerpoint Visual Confections using a Wacom Bamboo Tablet

A New Guide to Selling Killer-Products the Way Customers Buy (video)

10 Symptoms of a Mid-Life Marketing Crisis in B2B Technology Companies

Measuring Marketing Messaging Clarity and Effectiveness

Ten Presentation Rules for Sales People to Improve Engagement

Eliminate Culture Barriers in Sales Training with Visual Storytelling

Why Prospects Lie to Salespeople and how to change their minds

10 Reasons to Leave the Laptop and PowerPoint behind on a sales call

The Challenger Sale - Book Review

Transactional Analysis in Sales - Manipulative or Necessary?

Online Whiteboarding with Paper-Show to Enhance Visual Communication

Start-up Sales VP Regrets - I wish I had done this 2 years ago

Visual Storytelling, PowerPoint and Memory

Downton Abbey - Great Storytelling and its Importance in B2B Selling

Hubspot Review - Year 3 a 250% increase in leads, ROI of > 60:1

Selling your Solution to Early Adopters - Visual Stotytelling Video

Three Must Read Books to Improve Sales and Marketing 2012 Results

Lessons Learned from a Month on the Road with WhiteboardSelling

Top 5 Sales and Marketing Performance Improvement Blogs for 2011

The Challenger Sale - Who paid for your last sales call?

Challenger Selling & Whiteboard Storytelling - a perfect combination

How to Connect Brand Messaging to Sales Conversations

Creating a Visual Value Proposition to Drive Sales Conversations

CSO Insights 2012 Sales Performance Optimization - A Survey for you?

Three Tips to Overcome the Channel Sales Enablement Blues

Whiteboard Selling Best Practices Group started on LinkedIn

PowerPoint Vs. Prezi - Guy Kawasaki and Dan Heath Tell Stories

Put the Clicker down and Step Away from the Powerpoint Projector

Whiteboarding with IdeaPaint beats a Whiteboard hands down

Using a Whiteboard to Improve Discovery and Qualification

Hubspot triples R&D, gets a B+ for 2011, sets bold course, #HUGS2011

3 Critical Success Factors for SaaS Channel Sales Success

Looking in the Wrong Place for Sales Performance?

Waterboarding Clients with PowerPoint? Try Whiteboarding Your Story

What's in Rolls Royce Brand? - What is your Brand Value Proposition?

A Challenging Whiteboarding Sales Encounter

Planning a Kick-off in 2012? - Let's DO Whiteboard Sales Training

Avoid these 5 Pitfalls for Effective Whiteboard Sales Presentations

Kill these 10 Words from your Copy to Improve Marketing Performance

Time to Bring Outside Sales Inside - A Guide to Virtual Selling

Visual Storytelling and Presentations that Sell

Using a Whiteboard to get your Killer Product Across the Chasm

Mark Gibson finally posts his long overdue news update

New Trade-Show Best Practices - Present from a Visual Confection

Product Training Doesn't Work- Get Sales to DO Product Training

Positioning Statements - Best New Sales Technique of the Year

Top 2011 Sales Problems - Show Benefit/Value, Differentiation

Whiteboard Sales Training vs Traditional Product Training

Transforming Marketing - Time to put up that Facebook page?

Features and Benefits are Dead - What's your Value Proposition?

HubSpot Hits the After-burners in $32M Funding Round

Training 3200 to Sell Differently in Four Hours using a Whiteboard

Selling from Home - Here's an Updated Sales Communications Setup

A Guide to Engaging Sales Presentations - Do not use PowerPoint

Baseline Selling by Dave Kurlan - A Home-run for sales people

What is the Difference Between Qualifying a Sales Prospect In or Out?

Creating True Differentiaton in a World of Crappy PowerPoint

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

HubSpot Inbound Marketing Performance Review - Year 2

Whiteboard Selling Trumps Powerpoint for Sales Enablement

HubSpot Shopify Integration a BIG DEAL for SMB online marketing

Plagiarism - the fastest way to Internet Marketing success?

If you just complete one sales survey this year - make it this one

We’re doing all this marketing 2.0 stuff, but nothing’s working!

SEO is not a one off event, it's a continuous creative process

Quality Trumps Quantity in B2B Marketing Lead Generation

Plumbing Supplies Industry Marketing - in the toilet

Hubspot Review – HUG2010 First User Group Meeting

How to Grade Inbound Marketing Messaging Effectiveness

Boost Inbound Marketing Effectiveness - Clean up your Blog

Convert Inbound Lead Generation into Better Sales Performance

Resources for Creating Engaging Powerpoint Sales Presentations

Value Creation and Differentiation—Sales, Marketing Achilles' Heel

Not a Sales Blog: The 150th British Open and our Last in St Andrews

A Guide to Becoming a Sales and Marketing Linchpin

Aligning Sales Value and Expertise with The Four Buying Cultures

Magic Software - Sales and Marketing Performance Case Study

Qualification Confirmation - A Key Consultative Selling Process Tool

The Role of Sales and Marketing Consultants in Start-ups

A Guide to Creating Engaging Powerpoint Sales Presentations

Get Clarity in Messaging or Get Trampled by the Competition

Connecting Brand with Positioning to Create Clarity in Messaging

Note to Sales - Execution Perfection, FC Barcelona 4 – Arsenal 1

A Messaging Architecture to Convey Value, Position, Differentiate

Start-up Sales and Marketing Insights and 2010 Priorities

The Four Steps to the Epiphany and Key to Startup Sales Success

HubSpot Partners Combine to Create Value for Software Start-up

Sales & Marketing Performance Tip - Define Your Perfect Prospect

2010 CSO Insights Survey: I Want Inbound Leads, Marketing Alignment

How to Create Messaging that Fuels Inbound Lead Generation

Clarity Trumps Persuasion and Drives Sales Conversations

HubSpot Inbound Marketing Performance Review - Year 1

Top 5 Ranked Sales and Marketing Performance Blogs for 2009

Ten Top Ideas for Improving Sales and Marketing Performance in 2010

Holiday Reads for Hi-tech Entrepreneurs, Marketers and Salespeople

A Marketing Messaging Guide to Effective Sales Conversations

The Nature of Technology - Admarco Book Review

The Magic of Rapport and Empathy to Connect with Buyers

Sales and Marketing United - a Winning Team

SaaS Selling Skill - Reversing the Security Question

Sales Talent is Overrated—Practice is key to Sales Performance

Create Differentiated Value with Inbound Marketing

Inbound Marketing - A Book Review

Are Marketing People Needed in Selling SaaS Solutions?

Are Salespeople Needed in Selling SaaS Solutions?

Soft Skills - Hard Currency for Sales Professionals

Recruiting SaaS B2B Sales Channels and Getting Sell-through

Inbound Marketing: E-Books and White Papers that engage!

Differentiation vs. Competition - a Guide to Achieving it

Daily Best-Practices for Sales Professionals

Value-created Selling - key to winning the early market

Inbound Marketing - a better approach to lead generation

Modelling Sales and Marketing Performance on FC Barcelona

Sales Performance Survey on use of Best-practices

"Why Killer-Products Don't Sell" - Admarco book review

Are You Ready For Inbound Marketing Yet?

World Wide Rave reaches St Andrews, Scotland

VC'S Don't Make Bad Investments - How to Sell Killer Products

LinkedIn Selling for Business

Adapting Sales Process for Long Term Survival

FC Barcelona: Training to Win

Consistent Messaging for Optimized Sales Performance

Critical Sales and Marketing Skills and Practices

Effective Product Launches - marketing messaging alignment

Sales Enablement - what is it?

6 Simple Steps to Consultative Selling Success

When Sales and Marketing Stars Collide

Priorities and Sales Effectiveness

Restoring Balance in the Buyer-Seller Relationship

Sales Performance Tools for Getting Started on Sales Effectiveness

Buyer-relevant Messaging vs. Features and Benefits

Is your Marketing Messaging aligned with Buyer Needs?

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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.

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

Sales and Marketing Alignment eBook

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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.

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