Enableocity sales enablement-as-a-service Blog



2 min read

Learn Storytelling: Story Seekers Open Storytelling Workshop, Carmel, CA. Oct 8-10

By Mark Gibson on Sep 5, 2013 8:07:00 AM

San Francisco, CA (PRWEB) September 05, 2013 Advanced Marketing Concepts (Admarco) principal, Mark Gibson, joins Mike Bosworth Leadership as an Affiliate and hosts first Story Seekers Open Workshop in Carmel CA.

Mike Bosworth is a familiar name to millions of salespeople through his books and training courses, including; “Solution Selling” published nearly 30 years ago, "Customer Centric Selling" published in 2004, and his most recent work; "What Great Salespeople Do."

In 2013, he founded Mike Bosworth Leadership, where he provides Story Seekers™ workshops and executive coaching through a network of affiliates to help people learn to use the power of story and connective listening to build trust and influence change in others.

Mark Gibson has been working with sales and marketing leaders for the past 10 years to help create messaging clarity to attract and engage prospective customers on websites and in conversation with salespeople.

“After reading What Great Salespeople Do, I recognized the potential of storytelling to connect with buyers and contacted Mike,” explained Mark Gibson. “Two big problems in selling today are; i. salespeople have become facilitators in a buying process over which they exercise little control, ii. salespeople have fewer “at-bat” opportunities to engage buyers.”

“Most salespeople are good talkers, but have yet to become great listeners. Story Seekers story telling and story tending workshops and skill development provide a foundation to improve skill and to connect emotionally with buyers, colleagues and loved-ones,” he added.

"We are excited to have Mark Gibson joining our affiliate team. He has the perfect background and skill-set, having been a successful salesperson, consultant and sales trainer,” Mike Bosworth said. "Mark's experience in the technology business is both broad and global, and being based on the West Coast will be a huge asset to Mike Bosworth Leadership to address the increasing demand for our StorySeekers workshops and training," continued Bosworth.
We are holding our first Bay Area Open Story Seekers Workshop in Carmel, CA on 8-10 October and it should be of interest to salespeople, sales managers and leaders who seek to connect and influence others without using their authority. http://www.tinyurl.com/story-seekers-open

About Advanced Marketing Concepts 
Advanced Marketing Concepts, (Admarco.net) believes that clarity in communicating value is the most important success factor in scaling a successful business. Admarco exists to help clients to capture and clarify their value proposition in a structured Messaging Architecture. This messaging framework helps marketers to amplify capabilities that are important to the target audience and to create content for demand generation. The messaging is also used by sales enablement teams to create sales-ready-messaging and by salespeople in the form of who-I’ve-helped stories to connect and build trust.

About Mike Bosworth 
Mike Bosworth is well known throughout the business sales world as a trainer, speaker, and the author of best selling sales books Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993), What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (McGraw-Hill, 2011) and co-author of CustomerCentric Selling (McGraw-Hill, 2003).

Mike founded and grew one of the most successful virtual businesses in the B2B arena. After 10 years with Xerox Computer Services and one year with a software start-up, he founded Solution Selling® in 1983, began adding licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, he had over 50 affiliates.

Mike began studying story as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Mike Bosworth Leadership. MBL currently has eight affiliates who sell and deliver his Story Seekers™ workshops.
StorySeekers Open Workshop Registration
Topics: mike bosworth story seekers carmel workshop storytelling
3 min read

Why Salespeople Fail - Failure to Listen & Premature Elaboration - Mike Bosworth Webinar

By Mark Gibson on Jun 3, 2013 5:01:00 AM

San Francisco CA. Advanced Marketing Concepts, (dba Admarco LLC), invites to you to join Mark Gibson and Mike Bosworth in this Story Seekers Webinar. What great salespeople do naturally; story telling and truly listening, can be learned.

Join Mark Gibson, CEO of Advanced Marketing Concepts, and Mike Bosworth, CEO of Mike Bosworth Leadership, for a to explore what the top 13% of salespeople are doing, that the core group has yet to master.

According to a recent Forrester survey, buyers rate about 1 in 10 conversations with salespeople as contributing value and worthy of their time. It's not that the core group is doing something bad, it's just that they're not doing what top performers do on a consistent basis.

"In the past 30 years of sales training, billions of dollars have been spent on sales productivity training and enablement tools across all industries, yet the results for the core group are dismal", states Bosworth.

Mike Bosworth has influenced millions of salespeople through his books and training courses, including; “Solution Selling” published nearly 30 years ago, based on his experiences at Xerox and involvement in the SPIN project; "Customer Centric Selling" published in 2004 and his most recent work; "What Great Salespeople Do".

"The outcome of all the training was that the best got better and the core group generally stopped using the techniques after a few weeks and went back to their old behaviors and did not improve their performance. It used to be that 20% of salespeople produced 80% of the revenue, but a recent survey by Sales Benchmark Index indicates that just 13% of salespeople produce 87% of the revenue." states Bosworth.

"What makes great salespeople great, is their ability to connect and to quickly develop trust and they do this through story and truly listening to buyers. Status-quo sales management thinking, (that this stuff is too "touchy-feely" and can't be taught) is flawed, which is why so much investment has been poured into almost every aspect of selling, except developing skills to improve the most important factor - human connection", added Bosworth.

Click on this link to download deck from the webinar.

This one hour Webinar will discuss:
  • How story telling and story tending can change the chemistry in buyer-seller relationships,
  • How the top 13% of salespeople use story to their advantage,
  • How to develop "your company story", "your own story" and a "who I've helped story" and to tend the buyer's story,
  • How story telling and story tending creates trust and creates opportunities to tell a visual story using a PowerPoint, Prezi, an iPad, a whiteboard or just plain paper - when the buyer is ready to hear it.
Topics: mike bosworth sales training storytelling
1 min read

Webinar: Your PowerPoint Sales Presentations Suck - & how to fix them

By Mark Gibson on Dec 20, 2012 6:17:00 PM

Let's face it - most PowerPoint Sales Presentations suck, particularly if you are on the receiving end of them.

As an industry, we have inherited a set of bad presentation practices from prior generations on 35mm slides and treasure them like an old Christmas sweater, preserved forever in PowerPoint. Unwilling to throw the old sweater out, it's style affects the thinking and presentations of millions of marketing and salespeople, who would almost invariably be better off not presenting at all, and having conversations supported by the odd visual aid or whiteboard.

In September this year, I published a blog article entitled,  Your PowerPoint Sales Presentations Suck (And How to Fix Them) and posed a number of questions that received a strong response and a lot of readership in arguing for the need for change in presentation style and technique. 

I was recently invited by Tim Blum of The Sales Association to present a paper on the the subject and am pleased to invite you to view it as it was presented today in a Webinar to The Sales Association.

                      Webinar Agenda

The Webinar runs for 30 minutes and explores basic visual perception and why images are more pursuasive than bullets. It includes an introduction to basic storytelling and an example of visual of storytelling. I hope you enjoy it.

Here is the link to the Webinar Your PowerPoint Sales Presentations Suck

Webinar - Do Your PowerPoint Sales Presentations Suck?
Topics: sales presentations powerpoint visual storytelling whiteboarding
2 min read

Hubspot Partners Team up to Accelerate B2B Sales Lead Generation

By Mark Gibson on Jun 20, 2012 6:37:00 AM

SAN FRANCISCO, CA--(Marketwire - Jun 19, 2012) - Advanced Marketing Concepts (Admarco LLC) today announced that it has entered into a Strategic Alliance with  Kuno Creative. This Alliance enables Admarco to offer its clients a full suite of website design and inbound marketing services in addition to its marketing messaging and marketing strategy services. The Alliance also enables Kuno Creative to offer  marketing messaging alignment services to its inbound marketing clients.

Lead Generation with Kuno Creative and Advanced Marketing Concepts 

Admarco will provide inbound marketing strategy and messaging services to B2B technology clients. Kuno Creative will provide website design, development and inbound marketing services including, content creation (blogs, white papers, e-books, videos and webinars), social media setup, engagement and monitoring, lead generation and advanced marketing analytics using the HubSpot inbound marketing framework.

"Inbound leads are the life-blood of early stage and maturing technology companies. Executives need to understand that there is a lot more to generating inbound leads than putting up a Facebook page, opening a Twitter account and buying a mailing list," said Mark Gibson, CEO of Advanced Marketing Concepts.

"Content creation is key to lead generation and the new SEO. B2B technology companies should consider outsourcing the lead generation function to inbound marketing agencies that have the content creation talent and experience in the needed skill areas to quickly ramp and sustain an inbound marketing effort. Funding for this should be included in the business plan."

In a further development, Admarco announced that it has entered into a services agreement for the ongoing provision of inbound marketing services with Kuno Creative, which includes the recent redesign of its own website,  www.admarco.net.

"We have been working with HubSpot for more than 3 years to drive our own inbound marketing and it has been highly effective," said Admarco CEO Mark Gibson. "However with increasing demand for our consulting services, we need to supplement our skills and bring in a partner with more available resources." Our B2B technology industry clients will benefit from a wider range of expertise and services now available from our Strategic Alliance.

"We are excited about working with Mark and his team to deliver high-value inbound marketing services as a logical next step beyond marketing strategy and messaging," said John McTigue, Executive Vice President of Kuno Creative. "By sharing our knowledge and experience, we have a more powerful combination of skills to offer to the B2B market place. By working together, we can quickly transform a company's marketing efforts into a sustainable and growing, lead generation engine."

About Kuno Creative
Kuno Creative is an inbound marketing agency and Certified HubSpot Partner. Kuno's marketing model revolves around creating relevant, helpful content with appealing, professional designs. Experts in search engine optimization, social media marketing, mobile marketing, email marketing and online advertising, Kuno distributes content in a wide variety of relevant channels to find and convert qualified leads.

About Advanced Marketing Concepts
Advanced Marketing Concepts (Admarco) helps B2B companies overcome two of their biggest challenges, lead generation and differentiating value. We are experts in aligning sales and marketing messaging to help companies' position and differentiate their offerings. We use the output of the messaging process on the Website and in inbound marketing programs to attract visitors. We also use the messaging to create  Whiteboard stories to help salespeople engage buyers and challenge the status quo. Admarco is a Certified HubSpot Partner and a certified WhiteboardSelling Affiliate.

Topics: inbound marketing hubspot kuno creative
2 min read

WhiteboardSelling Certification for Advanced Marketing Concepts

By Mark Gibson on Apr 14, 2011 7:41:00 AM

14 April 2011, San Francisco. WhiteboardSelling and Advanced Marketing Concepts (Admarco) are pleased to announce that Mark Gibson is now a certified WhiteboardSelling Affiliate.

Topics: whiteboard selling
2 min read

Mark Gibson joins WhiteboardSelling Affiliate Program

By Mark Gibson on Dec 8, 2010 7:37:00 AM

San Francisco, CA (PRWEB) December 8, 2010 Advanced Marketing Concepts (Admarco) principal, Mark Gibson joins the WhiteboardSelling Affiliate Program. WhiteboardSelling is the leading sales-enablement methodology to empower sales teams to engage buyers in a consultative selling dialogue using visual story-telling, where the buyer and their problems are at the centre of the story vs. the products.

WhiteboardSelling provides its clients with the tools, best practices and technology required to enable field personnel to communicate and demonstrate core business value propositions to c-level buyers in a confident, compelling and consistent fashion... all without slides.

Topics: sales enablement messaging alignment whiteboard selling
3 min read

Silicon Valley Move for Inbound Marketing Specialist - AMC

By Mark Gibson on Jun 30, 2010 9:34:00 AM

Specialist consulting firm Advanced Marketing Concepts Ltd. (AMC) will be relocating its base of operation to the San Francisco Bay Area in Summer 2010. AMC serves technology companies in Europe, Israel and the US to improve sales and marketing performance, through creating clarity in messaging, implementing inbound marketing and assisting in transforming the sales culture to better serve Internet Age buyers.

Topics: inbound marketing hubspot consultative selling training marketing messaging alignment
2 min read

How to Sell Killer Products the Way Customers Buy - Webinar

By Mark Gibson on Mar 19, 2010 10:19:00 AM

Selling to customers the way they want to buy seems obvious, but as thousands of failed startups have found, it's not obvious and marketing and selling approaches and venture capital investor expectations need to be adapted when selling discontinuous technology.

Topics: killer products selling to early adopters buyer-seller alignment value created selling
3 min read

Advanced Marketing Concepts achieves HubSpot Partner Status

By Mark Gibson on Feb 2, 2010 2:10:00 PM

(Cambridge, England) Advanced Marketing Concepts Ltd., (Admarco) announce achievement of certified partner status in the HubSpot partner program. HubSpot software helps companies get found by qualified prospects looking for similar products or services in search engines, the blogosphere and social media.  

Topics: certified hubpsot partner emea hubspot partner inbound marketing messaging alignment hubspot partner program uk hubspot partner do hubspot for me hubspot bay area partner
2 min read

AMC's Mark Gibson speaking at VICO Software Partner Event in Budapest

By Mark Gibson on Jan 15, 2010 10:00:00 AM

Cambridge, England: 15 January 2010.

Topics: partner sales training b2b sellling training consultative selling training Selling in the internet age partner blended learning value-created selling training VICO Office construction software
3 min read

"Killer Products" Partnership Accelerates Innovation Adoption

By Mark Gibson on Nov 30, 2009 1:24:00 AM

Cambridge, England: 30 November 2009.
"Why Killer Products Don't Sell" author and copyright holder, Dominic Rowsell and Advanced Marketing Concepts Ltd (Admarco), announce a partnership to extend the impact of "Value-created selling" and "Operational Culture Alignment" to a wider audience.

"HotRivet's Why Killer Products Don't Sell is valuable contribution to body of professional sales knowledge. Core ideas are:
    1.    Understanding buyer behaviour according to risk tolerance over the Diffusion of Innovation curve. 
    2.    The I.M.P.A.C.T (Identify, Mentor, Position, Assessment, Case, Transaction) buying cycle explains the steps through which every purchase must pass and the engagement points for sales in the customer buying process - regardless of the scale or type of purchase.
    3.    Early adopters must be engaged at the Mentor stage of the IMPACT cycle and this requires a "Value-created" selling approach
    4.    Aligning selling culture to match buying culture based on their risk/adoption profile reduces cost of sale and improves win-rate," states Mark Gibson, Managing Director of Admarco.

Topics: killer products selling to early adopters buyer-seller alignment consultative selling value created selling
5 min read

Selling in the Internet Age Courses for Sales, Marketing, Support

By Mark Gibson on Nov 3, 2009 1:44:00 PM

Selling in the Internet Age is a compelling eLearning offering to help sales, marketing and customer-facing support professionals to level the playing field with buyers; through improved communication, language and interpersonal selling skills for more effective diagnosis and lead qualification. Salescraft process methods and tools help to align with how customers buyers and gain control in selling situations.

As a lifetime student of Sales and Marketing and 20 year veteran of high tech sales I can tell you that I owe my sailboat, my house on the ocean and the many wonderful things I can do for and with my family to learning these techniques. Don Henrich
Topics: software sales green-tech sales communication and rapport diagnosis and quailification training Selling in the internet age selling skills training b2b sales and marketing
6 min read

Advanced Marketing Concepts joins Hubspot's partner program

By Mark Gibson on Aug 4, 2009 6:06:00 AM

(Cambridge, England) Advanced Marketing Concepts Ltd., (Admarco) is delighted to announce they have been accepted into the HubSpot Inbound Marketing partner program. HubSpot is the driving force behind Inbound Marketing and makers of the inbound marketing platform that helps companies get found on the Internet, convert more leads and analyze their effectiveness. 

HubSpot partner program manager, Pete Caputa describes members of their partner program as “creative services professionals who have demonstrated their ability to help clients build traffic and capture more leads using the HubSpot Inbound Marketing Software".
"Advanced Marketing Concepts is a valued HubSpot Partner. They've integrated our software and inbound marketing methodology into their comprehensive sales and marketing alignment services offerings. We've seen how their sales and marketing messaging offering, -which starts by defining buyer personas and ends with the alignment of marketing messages with sales processes - helps b2b companies adapt to the realities of marketing and sales where buyers are more educated and empowered during their buying processes. “

Topics: inbound marketing hubspot Mark Gibson HubSpot partner get found marketing messaging alignment Admarco buyer-persona marketing methodology
4 min read

MAGIC SOFTWARE - ADMARCO Complete Sales Training Phase

By Mark Gibson on Jul 30, 2009 11:16:00 AM

Topics: inbound marketing hubspot sales and marketing alignment performance support sales and marketing performance improvement value created selling consultative sales training Admarco buyer-persona
3 min read

Inbound Marketing University Certification for Admarco Principals

By Mark Gibson on Jul 21, 2009 8:01:00 AM

(Cambridge, England) Advanced Marketing Concepts Ltd, principals, Robin Russell and Mark Gibson have achieved certification in Hubspot’s Inbound Marketing University program.

Topics: inbound marketing hubspot Mark Gibson robin russell inbound marketing university
2 min read

Magic Software - Admarco complete Sales-Marketing Alignment project

By Mark Gibson on Jun 3, 2009 5:50:00 AM

Magic Software Enterprises, has completed its initial Sales and Marketing Alignment and Inbound Marketing engagement with Admarco and prepares to train the EMEA and US Sales organizations.

Topics: hubspot sales and marketing alignment inbound marketing implementation sales productivity initiatives consultative selling skills upgrade communication and language skills Magic Software uniPaaS
1 min read

Microsoft Sales & Marketing Alignment Workshop - a great result!

By Mark Gibson on Apr 20, 2009 9:53:00 AM

Last month's one-day Sales and Marketing Alignment Workshop held in London for members of Microsoft UK's Accelerator program was attended by representatives of innovative UK software companies including, Huddle, Wigadoo, Artesian Solutions, Corebridge and Silobreaker.

Topics: Microsoft Accelerator Group Artesian Solutions Corebridge Huddle Silobreaker VC's Wigadoo technology incubators
1 min read

AMC's Mark Gibson to lead Microsoft BizSpark workshop

By Mark Gibson on Mar 28, 2009 5:50:00 AM

Microsoft UK's BIZSPARK Accelerator Group is holding a one day workshop for members in London on Monday 30th March 2009, on Sales and Marketing Alignment to be led by AMC's CEO, Mark Gibson.

Topics: inbound marketing Microsoft cross-sell raise performance standards channel sales reduce sales ramp time increase win-rate Bizspark upsell American Markating Association buyer relevant messaging differentiation vs competition direct sales
2 min read

Advanced Marketing Concepts Ltd. partners with CSO Insights

By Robin Russell on Feb 16, 2009 7:06:00 AM

(Cambridge, England)  Mark Gibson of Advanced Marketing Concepts, a leader in Sales and Marketing Performance Improvement, announced today a new US based partner. CSO Insights, a research firm that specializes in measuring the effectiveness of today's sales and marketing organizations, benchmarking challenges these companies are facing and how they are leveraging people, process, technology and knowledge to address these issues successfully.

Topics: CSO Insights sales & Marketing effectiveness selling value
1 min read

New Partner for Advanced Marketing Concepts Ltd.

By Robin Russell on Feb 9, 2009 6:24:00 AM

(Cambridge, England)  - Advanced Marketing Concepts Ltd., a leader in Sales and Marketing Performance Improvement, announced today Ed Callahan of CoherentSalesConsulting as a new US partner.
Mr Callahan's practice is that of a CEO Advisor and Sales Consultant. His career spans more than thirty years in technology sales and general management. A former Sales Vice President at Sun Microsystems, Mr. Callahan was also the President of two public SMB corporations.
"I have known Ed for 20 years and we are very excited to be working with him again to help US corporations improve their sales and marketing performance.
Ed brings relevant executive and hands-on sales management experience to our partnership. Ed's LinkedIN insights and courses are great value- a great addition to AMC offering of our Sales and Marketing Alignment and Consultative Sales Training programs", commented Mark Gibson, AMC Director.
Based near Philadelphia, Mr. Callahan describes himself as "a sales executive in my soul, which is to say that I enjoy it and consider it a worthy profession and one not just anybody can manage or execute personally."
Coherent Sales Consulting provides both advisory and sales consulting services to CEOs, management teams, advisors, or investors, who want to improve sales execution and build world-class sales organizations. One service in his sales practice particularly relevant today is teaching organizations how to use LinkedIn to shrink their sales cycles and increase their close rates.
In addition to his web site above, you can learn more about Ed and what he does by checking his LinkedIn profile and reading his sales and consulting blog.

Topics: B2B selling linkedIn sales & Marketing performance improvement
2 min read

Selling in the Internet Age - Consultative Selling Skills E-Learning

By Mark Gibson on Dec 1, 2008 6:07:00 PM

(Cambridge, England)  - Advanced Marketing Concepts Ltd., (Admarco) a Sales and Marketing Performance Improvement Company, today announced the availability of its "Selling in the Internet Age" E-Learning and Performance-Support product'.

Topics: soft skills training sales communication skills sales rapport training cogbooks sales training consultative selling training