Enableocity sales enablement-as-a-service Blog



Mark Gibson

Recent posts by Mark Gibson

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

Is your sales team 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