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.
Recent posts by Mark Gibson
8 min read
Whiteboard Storytelling vs. PowerPoint - a Comparison
Topics: storytelling powerpoint whiteboard storytelling baseline selling
2 min read
Mark Gibson Recognized as Sales Enablement Leader
FREDERICKSBURG, VA. (PRWEB) DECEMBER 05, 2018
Topics: consultative selling process b2b buying process messaging methodology
6 min read
The Lost Art of Closing - A Modern Sales Classic
This post is a review of Anthony's excellent second book, The Lost Art of Closing.
Topics: consultative selling anthony iannarino the lost art
2 min read
The 19th Century called - they want their buying process back
In 2003 I was working in a Silicon Valley tech startup. Google was just 5 years old, the iPhone was a glint in Steve Jobs’ eye, and Blackberry was the king of the smart-phone market.
I’ll never forget one meeting at the disc drive manufacturer Maxtor; the buyers in the meeting knew nearly as much as we did about our product and they knew more about our competitors product (Google search) than we did.
Topics: b2b buying process
8 min read
The Half Life of a Learned Skill is 5 years - Toward a New Culture of Learning
I was in the audience when
John Seely Brown and
Prof. Peter Denning took the stage a
t the
SRII conference
in San Jose, CA. - what a privilege.
Topics: sales training sales learning knowledge john seely brown peter denning
3 min read
A Fortunate Life
The following is my Icebreaker talk delivered at my maiden Toastmasters speech in June this year. I will comment on the value for salespeople in completing the 10 projects in Toastmasters "Competent Communicator" manual in another post.
Topics: personal development
4 min read
SPAM Nation - Book Review: The Inside Story of #Cybercrime
Brian Krebs is an investigative journalist and former Washington Post staff reporter, where he covered Internet security, technology policy, cybercrime and privacy issues for the newspaper and website.
His first book SPAM Nation chronicles the activities of two leading Russian figures of the Pharmaceutical SPAM racket, Igor Gusev and Victor Vrublevsky, who leaked detailed information about the other in an effort to destroy the other.
4 min read
Moving the Needle and other Sales Enablement Challenges
Recently I met with a top sales enablement professional whom I'll call Bob, to exchange ideas.
During the meeting I was introduced to the concept of the Three Humped Camel. Bob wishes to remain nameless as he started a new job and does not wish the camel phenomena to be tied back his prior employer.
13% of Salespeople produce 87% of Revenue
I raised a question which prompted the discussion after reading Mike Bosworth's recent book, " What Great Salespeople Do". In it, Mike quotes a study of 1100 B2B companies by Greg Alexander of Sales Benchmark Index, which reveals that the old maxim of 20% of salespeople selling 80% of the business is no longer true.According to Sales Benchmark Index, now 13% of salespeople are selling 87% of the business.
When I asked Bob to draw the quota distribution graph for his old firm, he drew something that looked like this.
This is obviously just a quick hand-drawn sketch from memory, but the point Bob was making is that the majority of the sales team were not making their numbers and were dispersed around 40% of quota achievement, with a smaller hump around 100% and another hump at around 150% of quota achievement.
Topics: mike bosworth sales training sales enablement
2 min read
It's Sales Kick-off Time - Plan More than a Hangover!
I wrote this article having attended a sales kick-off and sales enablement event for a major technology company.
This event, while similar in many aspects to a traditional kick-off, varied greatly in the take-aways for each individual sales attendee.
Topics: sales enablement sales kick-off whiteboard story
7 min read
Solutions for ADD and AD-HD Salespeople - Advice from Experts
Dear prospective customer,
Apologies for the many times we salespeople have sat in front of you - selectively (not) listening, interrupting you and telling you what you needed, before you had finished your sentence.
Image by Aoki Tetsuo
