Enableocity sales enablement-as-a-service Blog



Mark Gibson

Recent posts by Mark Gibson

7 min read

What is the most Effective Whiteboard Storytelling Training Method?

By Mark Gibson on Thu, Oct 10, 2019

In my previous post, How Much Does a Whiteboard Story Cost to Create?, I discussed the cost elements associated with developing various types of whiteboard story.

Topics: whiteboard storytelling virtual training
8 min read

Whiteboard Storytelling vs. PowerPoint - a Comparison

By Mark Gibson on Tue, Oct 01, 2019

Microsoft PowerPoint has been installed a billion times on Mac and Windows systems since launching in 1990. With an estimated 95% market share of the presentation market and more than 500 million users, Microsoft PowerPoint is a behemoth in the market and their collective competitors, mere minnows.

Topics: storytelling powerpoint whiteboard storytelling baseline selling
4 min read

How Much Does a Whiteboard Story Cost to Create?

By Mark Gibson on Mon, Sep 30, 2019

People ask me this question when they are curious about creating whiteboards, and the truth is that it depends on your purpose and desired outcome. In this article, I discuss whiteboard types and their purpose and a process for creating a whiteboard story.

Topics: consultative selling challenger selling storytelling whiteboard storytelling commercial insight
8 min read

2019 Verizon DBIR- Lessons Not Learned

By Mark Gibson on Thu, Sep 26, 2019

Verizon's Data Breach Investigation Report turns 12 this year. This year’s report contains data from more than 41,686 security incidents, of which more than 2,000 confirmed breaches submitted by 73 data sources spanning 86 countries and analyzed by Verizon security experts.

Topics: #cybersecurity verizon DBIR
3 min read

Getting into High-growth Mode - Sales Leadership Podcast #42 notes

By Mark Gibson on Sat, Apr 20, 2019

Just listened to Rob Jeppsen's Sales Leadership Podcast episode #42, with Joe Caprio of Chorus.ai. This was excellent and I took notes which I'm happy to share below.

Topics: call recording Rob Jeppsen sales coaching chorus.ai
2 min read

Mark Gibson Recognized as Sales Enablement Leader

By Mark Gibson on Wed, Dec 12, 2018


Topics: consultative selling process b2b buying process messaging methodology cunsultative selling
1 min read

Channel Enablement - Visual Storytelling Centrify Case Study

By Mark Gibson on Mon, Nov 05, 2018

Storytelling, Visual Storytelling and asking insightful questions are three of the most important skills for all customer-facing professionals for learning, retaining and engaging buyers in conversation around their issues. They are equally important for conveying your story to prospects and customers in a way that makes an impact on them and that they are likely to remember.

Topics: visual storytelling story whiteboard storytelling
1 min read

The Phoenix Project - A book about IT, Dev-ops and Helping your Business Win - review

By Mark Gibson on Tue, Nov 14, 2017

"A must read for IT salespeople"
Millions of salespeople sell into IT around the world, but few of them actually understand what it's like to be on the other side of the table. This book changes that.

Topics: #agile #dev-ops
6 min read

The Lost Art of Closing - A Modern Sales Classic

By Mark Gibson on Wed, Nov 01, 2017

This post is a review of Anthony's excellent second book, The Lost Art of Closing.

Topics: consultative selling anthony iannarino the lost art
4 min read

The art of making tea - a lot like making a good sales call

By Mark Gibson on Sun, Feb 28, 2016

Making a great cup of tea has nothing to do with making a sales call, does it?

Drinking a great cup of tea has a lot to do with the daily enjoyment of life and like many things worth doing, it requires an appropriate set of tools, a process and it takes time to achieve the desired result. So does making a great sales call - doesn't it? 

Topics: communication