Why Change Selling Blog



7 min read

What is the most Effective Whiteboard Storytelling Training Method?

By Mark Gibson on Thu, Oct 10, 2019

In my previous post, How Much Does a Whiteboard Story Cost to Create?, I discussed the cost elements associated with developing various types of whiteboard story.

Topics: whiteboard storytelling virtual training
8 min read

Whiteboard Storytelling vs. PowerPoint - a Comparison

By Mark Gibson on Tue, Oct 01, 2019

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.

Topics: storytelling powerpoint whiteboard storytelling baseline selling
4 min read

How Much Does a Whiteboard Story Cost to Create?

By Mark Gibson on Mon, Sep 30, 2019

People ask me this question when they are curious about creating whiteboards, and the truth is that it depends on your purpose and desired outcome. In this article, I discuss whiteboard types and their purpose and a process for creating a whiteboard story.

Topics: consultative selling challenger selling storytelling whiteboard storytelling commercial insight
7 min read

Reducing Sales Ramp to Accelerate Growth - Pt. 1.

By Mark Gibson on Mon, Apr 13, 2015

Recently I attended a Sales Hacker forum and one of the questions from the group was “We have a very complex product, it takes 12-18 months for salespeople to become fully productive, how can we reduce the time it takes to get salespeople up to speed?”

The answer to this question takes more than a few minutes and it varies, depending on the complexity of the product and the learning culture of the organization.

But ramping new hires quickly in a SaaS business is key to accelerating business growth.

Part 1 of this two-part blog post examines the causes of the slow sales ramp and explores ways to reduce it.

Topics: sales ramp whiteboard storytelling