Enableocity sales enablement-as-a-service Blog



22 min read

How to equip and fund salespeople for virtual selling success

By Mark Gibson on Jan 5, 2022 5:48:27 AM

Last week I posted an article on important considerations for virtual selling.  The article is relevant whether salespeople work from home or in the office, if you haven't read it, you can here, how to be more effective selling virtually.

There are cost implications to consider to equip individuals for virtual selling success.  These costs should appear in the 2021 cost of sales budget.  Are you a sales leader in doubt about investing in salespeople to sell from home?  If so, take a snapshot of your Zoom screen at your next sales meeting.

Topics: remote selling
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

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
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

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.

HubSpot Video
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
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
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

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

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