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Enableocity sales enablement-as-a-service Blog

 

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1 min read

The 7 Deadly Sins of Virtual Selling Plus One

By Mark Gibson on Aug 4, 2021 3:45:04 PM

In June this year, Gartner held their mid-year Chief Sales Officer Conference, featuring a keynote from Distinguished VP Advisory, Brent Adamson, which I summarized in Brent Adamson Gartner CSO Conference Insights.

Topics: remote selling virtual selling skills
4 min read

What story are you trying to tell?

By Mark Gibson on Jul 28, 2021 9:36:59 AM

This image is the Best of Show winner at the current exhibition of local artists at the Triton Museum of Art in Santa Clara.  It is a charcoal drawing by Susan Krough from San Jose and its title is "The Letter."

Topics: visual storytelling
5 min read

How to Overcome Customer Success Disengagement

By Mark Gibson on Jul 20, 2021 11:48:02 AM

In May this year, Gartner’s Customer Service and Support team published a paper entitled, Why Service Reps Disengage and What You Can Do About It.

Topics: conversation frameworks customer success
3 min read

Two hot products to facilitate digital buying (Gartner)

By Mark Gibson on Jul 7, 2021 7:44:44 AM

After reading the feature entitled “4 CSO Actions to Navigate the Pandemic in 2021” in Gartner’s The Chief Sales Officer Q2 2021 report, I discovered and used two new software products that fit the bill under recommended Action 3: Increase digital marketing and technology investments.

Topics: virtual selling skills digital selling
4 min read

How to use visual conversation frameworks to build pipeline!

By Mark Gibson on Jun 25, 2021 10:22:38 AM

This article was originally published on the RemoteSellingMastery.com website on June 15th, 2021. It is republished here and modified slightly as it is central to themes I have been writing on for the past 6-months.

Topics: remote selling conversation frameworks
5 min read

Brent Adamson Gartner CSO Conference Keynote Insights June 16 2021

By Mark Gibson on Jun 17, 2021 7:00:00 AM

Rewriting B2B Selling for Digital Buying.

Brent Adamson, Distinguished VP Analyst, Gartner Research and Advisory kicked off Gartner’s virtual Chief Sales Officer and Leaders conference, held today, June 16th. 2021.

Topics: b2b buying process virtual selling skills virtual presence
2 min read

The 7 deadly virtual selling sins

By Mark Gibson on Jun 10, 2021 12:29:26 PM

Kilroy was here

Kilroy was here, in a Zoom call with me this morning.  No kidding!
I hadn't seen Kilroy for about 30 years, but he showed up this morning in the Zoom meeting.  Kilroy typically appears as graffiti, with the face just poking above the bottom of the frame and two hands with the caption "Kilroy was here".  Hence Kilroy is his Zoom handle.

4 min read

Four must haves for pipeline growth in a virtual world

By Mark Gibson on May 24, 2021 8:39:55 AM

 4 must haves For pipeline growth in a virtual world

The essential ingredients for salespeople to rapidly build a pipeline in addition to selling competence are virtual presence, video competence, brand mojo, and visual conversation frameworks for synchronous and asynchronous selling. Each element in the pipeline growth equation is important but they are accretive and help salespeople to capitalize every moment on camera in front of buyers.

Topics: remote selling virtual selling skills brand mojo
1 min read

Virtual Presence - A Conversation with Dave Kurlan

By Mark Gibson on May 12, 2021 11:48:36 AM

Last week I joined Dave Kurlan, CEO of Objective Management Group for a conversation on Virtual Presence for salespeople. From this interview we concluded that the majority of salespeople worldwide have a long way to go before they reach an acceptable level of virtual presence where they are creating Mojo for themselves and their brand in meetings with buyers.

Topics: virtual selling skills virtual presence brand mojo
3 min read

How to Improve Virtual Presence

By Mark Gibson on May 10, 2021 2:20:33 PM

Lackluster results from virtual selling?

In a world where virtual selling is the norm, is NOW the time to invest in the long-term capabilities of your sales team?  If not now, when?

Would next year be a better time to start to improve virtual selling efficacy?  I'm sure your competitors think this a good idea.

In the first 6-months of the pandemic, companies that equipped sellers' for virtual selling at home outperformed those who did not.

A recent HubSpot survey found that 64% of sales leaders who invested in their teams virtual selling setup, achieved quota. For those that did not, only 50% achieved their quota. The difference between these groups is stronger “virtual presence”.

In the same survey, 72% of over-performing sales leaders said that virtual meetings have been as, or more effective than face-to-face meetings.

Topics: virtual selling skills virtual presence brand mojo

Enableocity Launches Remote Selling Mastery

By Mark Gibson on Apr 15, 2021 4:14:12 PM

Enableocity is excited to launch Remote Selling Mastery, a set of offerings designed to take the virtual presence of B2B salespeople from "meh" to awesome. Remote Selling Mastery combines equipment, skills, and techniques to improve the quality and outcomes of every virtual sales call to drive pipeline creation. If you would like to take your teams virtual presence from "meh" to awesome and your B2B virtual selling outcomes to the next level, please contact us.

MG RSM Launch
Topics: remote selling
5 min read

Are your sales and CS teams trashing your brand mojo?

By Mark Gibson on Apr 12, 2021 10:07:19 AM

CEOs, marketing, and sales leaders are likely unaware of the opportunities their sales and customer success teams are missing to contribute to their brand Mojo.  In fact, if they knew how badly some of their team members' online presence looked, they would be alarmed and call for immediate action.

Topics: virtual training remote selling
5 min read

How to be more effective selling virtually

By Mark Gibson on Mar 23, 2021 9:25:47 AM

Some organizations are beginning to move their sales teams back to work in the company office in staggered shifts to avoid overcrowding of the office space.

10 min read

Challenger Selling Revisited

By Mark Gibson on Feb 17, 2021 8:43:46 AM

This article was originally published in 2011 and has been substantially updated.

Topics: the challenger sale challenger selling
7 min read

2021 Sales Outlook - Focus on the Customer Experience

By Mark Gibson on Jan 13, 2021 3:40:48 PM

Every new year there are myriad articles published by analysts, pundits, and pseudo-experts looking back on the prior year and expounding on the future.  I have captured key points from a number of articles on what happened in 2020 and what to expect in 2021 and beyond.

1 min read

Customer Storyboarding & Remote Meeting Mastery- video

By Mark Gibson on Oct 12, 2020 11:29:19 AM

This 2.5-minute video explains how you can transform your team's virtual selling results, boost win-rate, and build pipeline this quarter.

Topics: virtual training remote selling
7 min read

How to plan a Successful Virtual Sales Kickoff

By Mark Gibson on Sep 30, 2020 11:46:49 AM

It’s Virtual Sales Kickoff Planning Season

I attended my first in-person sales kickoff in Sydney with Prime Computer in Sydney more than 35 years ago. Up until this year, not much has changed in the in-person SKO format. COVID has busted the old model like Humpty Dumpty falling off the wall and sales kickoffs will never be the same again.

6 min read

How to Enable Speed to Customer and Accelerate Revenue?

By Mark Gibson on Sep 16, 2020 1:33:43 PM

Speed-to-customer for new B2B product announcements or new capabilities for existing products is a thorny problem in the best of times. In a world transformed, where working from home is the new norm and virtual selling is the standard, it is exacerbated.

Topics: sales enablement #playbook factory sales playbooks product launch
11 min read

How to Overcome Post-merger Go-to-Market- Challenges

By Mark Gibson on Aug 4, 2020 6:03:15 PM

Mergers and acquisitions hold promise for owners and investors of combinatorial synergies to reduce costs, increase profit, extend market and product coverage, as well as accelerate innovation.

2020 has been a banner year for mergers and acquisitions, with 5500 deals so far. This record volume may be partially due to the Covid-19 outbreak forcing the liquidation or disposal of underperforming non-core or struggling investments. However, mergers come with a great deal of risk as reflected in failure rates that are reported to be between 40% and 70%.

Despite best-laid plans and executive oversight, human factors present the greatest risk and sales-force integration is the toughest merger issue to overcome. 

Topics: sales enablement b2b buying process sales playbooks talent enablement
8 min read

How to Quickly Build Trust in Remote Meetings

By Mark Gibson on Jul 7, 2020 9:11:42 PM

This article will be of interest to salespeople, sales managers, sales enablement pro's, SE's and anyone interested in improving the outcomes of remote B2B sales meetings. The ideas in this article aren't new, but are largely unknown.  I learned the Sales Prologue for opening meetings from Enableocity partner, Jim Burns of Avitage and he learned them from Rob Scanlon.  We have adapted some of Rob's ideas to match our Remote Selling 4-Box Qualification Model.

Topics: remote selling
3 min read

Do You Want to Build Better Sales Playbooks? - Beta Invitation

By Mark Gibson on Jun 26, 2020 1:38:56 PM

Building Sales Playbooks? Join Enableocity's Playbook Factory Partner Beta Program

Topics: #playbook factory
5 min read

9- Remote Selling Best-Practices

By Mark Gibson on Jun 16, 2020 11:54:43 AM

Remote Selling is the new Normal

Topics: qualification visual communication qualification confirmation rapport remote selling truscribe
1 min read

SCRUBIT LEAD QUALIFICATION PREVIEW

By Corey Sommers on Apr 30, 2020 5:18:38 AM

SCRUBIT is a new lead qualification and scoring tool embedded with Salesforce.com to help SDR/BDR's to better qualify leads. This 6-minute video preview introduces the concept and previews the product.

Topics: SCRUBIT
8 min read

Learning - to Learn to Sell

By Mark Gibson on Apr 29, 2020 7:00:00 AM

How Salespeople Learn

Learning is the most important skill for salespeople to master in the second decade of the 21st Century. Unlike medicine or law, selling is a profession that is learned by doing. The more calls you make, the faster you learn, and the more you learn about what works and what needs to change. Already in this decade, we are seeing the effect of combinations of exponential technologies that are profoundly and permanently disrupting the marketplace. Salespeople must learn how to learn and apply new knowledge quickly to contribute value in buyer-seller interaction.

Topics: sales training gamification social learning
3 min read

Rob Jeppsen Sales Leadership Podcast with Corey Sommers

By Mark Gibson on Apr 23, 2020 11:39:55 AM

Corey Sommers, Enableocity CEO is interviewed by Rob Jeppsen in the Xvoyant Sales Leadership Podcast Series, sponsored by Outreach.io.

Topics: sales enablement sales effectiveness #xvoyant
4 min read

Top 3 Challenges in SDR Qualification

By Mark Gibson on Apr 20, 2020 1:01:13 PM

The Sales Development Representative (SDR/BDR) is central to successful lead generation in leading B2B companies, yet a lack of a repeatable framework and objective qualification criteria impacts performance, creates confusion, mistrust, and waste. This article explores the top SDR team challenges as well as the issues around lead qualification and hand-off

Topics: qualification #leadhandoff SDR
3 min read

Do your salespeople communicate value?

By Mark Gibson on Apr 9, 2020 8:00:00 AM

I have been working in complex B2B sales enablement consulting and as a sales enablement practitioner for the past 16-years. Right from the first engagement where I rode-along on sales calls, to the conversation I had last week with a sales leader, a consistent problem persists: salespeople do not know how to effectively communicate value with buyers.

Topics: sales and marketing alignment marketing messaging commercial insight
7 min read

5 Reasons Sales Playbooks Go Unused

By Mark Gibson on Mar 31, 2020 9:56:37 AM

You and your colleagues spent a lot of sweat and tears building a beautiful playbook and you are proud of it... only to discover that after a couple of weeks, playbook content was not being used. A walk around the sales floor confirms your suspicions. There isn’t a playbook in sight, and after you listen to a few calls, you realize that salespeople have reverted to their old way of positioning the company and your solutions.

1 min read

How To Use Analyst Reports to Engage Distracted Buyers

By Mark Gibson on Mar 17, 2020 11:34:33 AM

If your sales team is not using content like this to engage buyers they are missing a trick. Even if you are not in Cybersecurity, this article is instructive and comes with a proforma spark-email

The Mandiant M-Trends 2020 Report published last week is compulsory reading for cybersecurity professionals and salespeople selling into the cybersecurity market.

Topics: Content Curation sales effectiveness
1 min read

How to Convert your Home Office into a Studio

By Corey Sommers on Mar 16, 2020 12:12:46 PM

You have been directed by your CEO to work from home for at least the next four weeks, but your sales VP did not give you a pass on bringing in the numbers for the next two quarters. What are you going to do differently? 

  • How can you turn this home isolation into a competitive advantage?
  • What skills do you need to develop?
  • What techniques do you need to learn to be even more effective in your home office?
  • What changes can you make to how you sell in your home office environment that differentiate you from your competitors?

Selling remotely is a fact of life today and like it or not, as sales professionals, we must take the time to learn the techniques, master remote selling skills and create an environment in our home offices that is conducive to conducting video meetings with prospects and customers.

Topics: sales effectiveness onboarding video conferencing remote selling
6 min read

How to Qualify Buyer Intent from Initial Conversations

By Mark Gibson on Mar 11, 2020 9:13:57 AM

B2B Selling process is the subject of countless books, yet basic qualification of opportunities is still problematic. As a result, precious marketing, technical and sales resources are wasted on weeks and months-long evaluations for prospects who will never buy. What if your sales team was 90% accurate in qualifying prospects, what would that do for your win-rate and forecasting accuracy?

Topics: sales enablement cunsultative selling sales effectiveness
3 min read

Mark Gibson joins Enableocity as CMO and Partner

By Mark Gibson on Mar 5, 2020 8:00:00 AM

San Jose, CA, March 06, 2020 --(PR.com)--  Sales Enablement-as-a-Service (SEaaS) provider Enableocity announces that Mark Gibson, formerly of Advanced Marketing Concepts (Admarco.net) will join as Chief Marketing Officer and General Partner.

Topics: inbound marketing sales enablement
2 min read

How to Improve Remote Selling Outcomes

By Corey Sommers on Mar 4, 2020 12:00:30 PM

Remote Selling has Never Been More Relevant

We’ve seen the headlines about cancelled trade shows and sales meetings. Is this the new reality or a temporary panic? It really doesn’t matter because the concept of remote selling has been gaining traction over the last couple of years with the advent of truly viable video conferencing services. Remote selling makes total sense when done correctly. Buyers also appreciate the ease of joining a remote session compared to reserving conference room space and other logistics for onsite meetings. But how can we improve remote selling outcomes and become more effective in using this medium?

RPM-1
Topics: sales enablement effective presentations video conferencing remote selling
2 min read

Enableocity Emerges from Stealth

By Mark Gibson on Feb 28, 2020 9:57:02 AM

SAN FRANCISCO, March 2, 2020 /PRNewswire/ -- Enableocity, a SF-Bay Area-based Sales Enablement-as-a-Services company emerges from stealth with strong domain-expertise, conversation frameworks, technology, and customers who are raving fans, to help B2B companies overcome an array of obstacles preventing sales growth.

Topics: sales enablement consultative sales training sales effectiveness onboarding