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Enableocity sales enablement-as-a-service Blog

 

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Mark Gibson


Recent posts by Mark Gibson

5 min read

How to be more effective selling virtually

By Mark Gibson on Oct 14, 2020 4:03:28 PM

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.

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
2 min read

Enableocity Virtual Selling Clinic

By Mark Gibson on Jul 16, 2020 2:46:33 PM

The following is the edited transcript of the video and it will be of interest to salespeople, enablement and sales leaders.

Topics: qualification remote selling virtual selling skills
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
5 min read

How to Confirm Qualification of Remote Buyers

By Mark Gibson on Jun 29, 2020 8:29:10 AM

In our TruScribe-Enableocity Remote Selling Visual Engagement Best Practices Webinar last week, we demonstrated a new way of qualifying remote buyers using a whiteboard or tablet, to add a visual dimension to the conversation.

Topics: qualification confirmation 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