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.
Recent posts by Mark Gibson
1 min read
The 7 Deadly Sins of Virtual Selling Plus One
Topics: remote selling virtual selling skills
4 min read
What story are you trying to tell?
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
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)
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!
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
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
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
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
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
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.
