Messaging, Visual Storytelling and Sales Enablement Endorsements

TowerData

Rebranding was much more to us than a new logo or graphics. We wanted someone who could help us articulate and crystallize our message and positioning, and then convert that into engaging content.

The Admarco process provided a comprehensive view of our services from the buyer’s perspective and a robust structure that we can use with Kuno Creative to develop our content.

Tom Burke, 
CEO TowerData, March 2013

What’s often missing from any brand refresh or website redesign project is understanding who the customer is and what they want, then tailoring the entire content strategy to fulfill their needs. 

Admarco’s interview and modeling process provided a structured way to develop buyer personas and easily turn their needs into product-usage Win-Themes to drive a content marketing strategy and editorial calendar. We plan to incorporate this process into many of our enterprise inbound marketing client accounts to help them achieve success faster and more efficiently.

John McTigue,
Co-Owner and EVP Kuno Creative, March 2013

Schneider Electric -USA

I wanted to pass on my review of your performance as we partnered on this project.

This particular Schneider project was unique in that the story was being
built simultaneously with the Whiteboard Selling project. This meant that
the project was sure to be a lengthy one, due to internal debate about
everything from terminology to strategy, to example case studies.

Even the names of the stages of the lifecycle were in flux throughout the effort.
Through all of that, you continued to bring together these folks, many of
whom are VP's and Directors with strong opinions and other priorities on
their plates, and gain agreement as we proceeded.

Despite the delays caused by our own internal changes to our story, you
succeeded in bringing the project to a strong close. You are an outstanding facilitator of these complex projects and I appreciate all the experience and determination you brought to our difficult project.

I am confident it will be a huge success this year as we roll out this new
message to our people and our customers. I also feel your professionalism and value will be a deciding factor in Schneider's future use of this methodology, well beyond the IT Business.
Congratulations on a terrific job, and thank you.

Harry Benson
Commercial Learning & Development Manager - US & Canada, March 2013

Schneider Electric 

Mark Gibson has developed a whiteboard story for us that helped Schneider's global sales team to tell our story in a way that helps buyers understand the need for change in they way they manage data centers.
The Whiteboard story and the training was very effective in getting the team to understand and use the new story.

Henrik Leerberg
Global Product Management Director, StruxureWare for Data Centers, Nov. 2012  

Pitney Bowes

We wanted to move from a product sales approach to a more engaging and customer relevant conversation. Mark Gibson with Whiteboard Selling helped us to build a powerful presentation that not only helped identify and capture customer pain points and drivers but was able to build out our solution in a way that delivered our message through memorable, easy to understand images.  The sales-kit provided for the training was also a hit with our team.

Knowledge transfer from product management to sales has always been challenging.  We have multiple products and traditional PowerPoint training sessions and hand outs were virtually ineffective, particularly in utilizing this new information in a sales environment.  With the Whiteboard Selling methodologies, our sales team – which included both highly experienced solution sales consultants to newly hired field sales, were very engaged and energized by the Enablement training program.

Sales management has provided great feedback in how sales is now using their whiteboards in real selling environments.  The tools and training provided them a platform to easily communicate an otherwise complex solution, and has been extremely useful during the discovery phase to gain insight as well as in summarizing an understanding of current customer challenges.

Cynthia Williams
Global Product Marketing Director, Customer Data and Location Intelligence, Aug 2011