Mark Gibson

The PBS Masterpiece Theatre period costume drama, Downton Abbey is a masterful example of visual storytelling, featuring superb British acting talent, staged in the magnificent Highclere Castle, (hailed as the best castle in England).
It's the best TV drama I have seen for a very long time and a welcome departure from the US election news; I'm a huge fan and recommend it to anyone interested in quality entertainment.

For those who have not yet seen Downton Abbey, Series 2 is playing on Masterpiece Theatre on Sunday evening in the US, on the PBS channels. 


Downton Abbey has enormous appeal across age groups from 10 years old to 100 and is being shown in 100 viewing territories. It is hugely popular in...

Would your prospect have paid you for the value they received from meeting with you or one of your sales executives on your last call with them? 

This is a vexing question and it's one of many vexing questions that have been on my mind since I read the "Challenger Sale".  It's a question that should be keeping B2B sales enablement professionals, sales managers and sales professionals up at night.

This question is vital in a World where buyers can find everything they need to know about your products and services without having to speak to you.

On your last call, did you bring the gift of knowledge and insight? Did you educate the buyer on an industry issue or sub-optimal condition that you are aware of because of your domain expertise, view of the market, knowledge of their company and your unique understanding of how your capabilities can create value?...

Channel Sales Enablement

Channel sales enablement is an ongoing process of messaging, training, marketing, communicating, coaching and leading by example and when implemented correctly helps reseller sales teams to succeed in selling your products and services.

Success starts with a crisp and clear value proposition, essentially a pact between you and the buyer: i. How is it exactly that you create value for your prospective buyers, ii. What can the buyer reasonably expect from using your products or services?

I recall the early days in the channel at MicroStrategy, prior to the release of MicroStrategy7 and our first proper API; when not only our message was vague, but our code-base was vaguer; - a huge Visual Basic executable that was...

The following article is based on a recent client conversation and could be of value to anyone interested in using a whiteboard to improve sales performance.

My client who asked to remain nameless, works in a technology company and has been using a whiteboard to tell her story for about 6 months; she is a fan of Paper-Show digital paper for remote whiteboarding as she does most of her selling virtually.

Using the WhiteboardSelling Methodology, we worked with her team and created a powerful whiteboard story and helped her team develop mastery over the material in a...