Recent posts by Mark Gibson
1 min read
Consistent Messaging for Optimized Sales Performance
According to a CSO Insights survey on "Optimizing Sales Performance with Consistent Message Management", companies that are world-class at integrating sales and marketing messaging around the customer;
Topics: messaging value sales and marketing performance
2 min read
Critical Sales and Marketing Skills and Practices
There are several proven routes to improving sales and marketing effectiveness, whether in good times or recession. What is surprising is how few companies have adopted this life-cycle approach to sales and marketing excellence.
Topics: inbound marketing sales performance
2 min read
Effective Product Launches - marketing messaging alignment
Innovative and complex products are launched daily in technology centres around the World. The product promise, is to enhance our work, play, health, or longevity. Unfortunately, a great many of these innovations will be abandoned before they achieve long-term commercial success, because they won't hit their early sales targets.
Topics: marketing messaging differentiation
2 min read
Sales Enablement - what is it?
In the post-Internet era, the behaviour of buyers has radically changed, unfortunately selling behaviour hasn't changed much.
Topics: sales enablement diagnosis and qualification
2 min read
6 Simple Steps to Consultative Selling Success
Many people believe that great sales-people are born, not made. It's a popular chestnut for discussions on sales blogs as well, but this point of view does not stand-up under scrutiny.
Topics: consultative selling
2 min read
When Sales and Marketing Stars Collide
Most of our clients contact us because they have sales performance issues.
Topics: marketing messaging sales performance
1 min read
Priorities and Sales Effectiveness
According to CSO Insights, "Sales Performance Optimization - 2008 survey", the top four initiatives that Chief Sales Officers plan to implement to improve sales effectiveness this year in priority order are;
Topics: sales performance qualification
2 min read
Restoring Balance in the Buyer-Seller Relationship
Topics: consultative selling CSO Insights
3 min read
Sales Performance Tools for Getting Started on Sales Effectiveness
