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Sales Enablement is Dead (and here’s why)
Forrester coined the term ‘sales enablement’ back in 1999. Ten years later it was everywhere you looked – splashed across global telecoms companies, at the heart of new freelance consultancies, in website headers for guys I swear had been plain old sales...
Does Big Business Need Smaller Data?
Big data came and went for lots of B2B salespeople and marketers. The reality didn’t live up to the hype, and big data fell off the Gartner hype curve in 2015. Now most sales and marketing pros’ use of data on a day-to-day basis ranges from feeding numbers into...
Why do Visual Comms Work so Well?
Mark’s first book, the Visual Communications Book explained clearly and concisely how to leverage the persuasive potential of visual comms, and how to use the humble office whiteboard to sell big ideas. For around 40,000 years the same visual elements...
Reinvent the Wheel: Forget Mandatory Training
A recent Sales Performance International white paper found that 84% of sales training is forgotten within 90 days. That’s partly down to unengaged reps who don’t retain or use the information they’re given. But do all of your reps need training? Training...
PowerPoint is Making You Stupid
“PowerPoint makes us stupid.” Gen. James Mattis, retired US Joint Forces Commander PowerPoint presentations are “easy for the presenter, but difficult for the audience.” Jeff Bezos, CEO Amazon How are we STILL having this conversation? At best...
Blurred Lines: Sales, Marketing & SDRs
Sales Development Teams across enterprise-level sales organisations are increasingly reporting to Marketing rather than Sales (50% of SDRs in 2015 and rising). That often makes sense… but it can lead to blurred lines – organisations where SDRs are more of a...
Whiteboarding 101: Are Visual Comms Enough?
The sales and marketing lock-in only works if marketers are helping salespeople with useful, usable materials and tools. Mark talks about a weights bench that he bought once and put in his garage. It was a great tool, but it didn’t work... because he didn’t use...
Whiteboard Play: The FUD Buster
Let me walk you through a key play from the whiteboard playbook: how to combat Fear, Uncertainty and Doubt when trying to replace an incumbent supplier - all you need is a little CAC... Follow Whiteboard Strategies on Linkedin and sign up to my free monthly...
‘F*ck Me, This Has Been a Hard Week’
Recently a contact on LinkedIn shared his most liked, shared and commented on status update ever - a picture of himself looking tired, captioned "f*ck me, this has been a hard week". How many times have you sat in meetings while marketers talk about...
