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Mark Gibson

Recent posts by Mark Gibson

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