--- title: Home description: Whiteboard Storytelling turns positioning into customer conversations sales teams can learn, practise and use — without depending on slides or scripts. --- [Skip to content](https://www.whiteboard-storytelling.com#main-content) [![](https://www.whiteboard-storytelling.com/hs-fs/hubfs/W-S%20Brand%20Icon-1.png?width=300&height=150&name=W-S%20Brand%20Icon-1.png)Homepage](https://www.whiteboard-storytelling.com) - [Home](https://www.whiteboard-storytelling.com) - [Blog](https://www.whiteboard-storytelling.com/blog?hsLang=en) [Get your story adopted](https://2gzlk6.share-eu1.hsforms.com/2ZYhKJn7MSHOSkfCdicfDaQ) - [Home](https://www.whiteboard-storytelling.com) - [Blog](https://www.whiteboard-storytelling.com/blog?hsLang=en) [Get your story adopted](https://2gzlk6.share-eu1.hsforms.com/2ZYhKJn7MSHOSkfCdicfDaQ) WHITEBOARD STORYTELLING FOR CONSIDERED, COMPLEX B2B SALES  # You launched your new value proposition. Sales is still telling the old story. ##### New acquisitions. New positioning. New proposition. New story. #### But too many first meetings go nowhere. [Get the story adopted](https://2gzlk6.share-eu1.hsforms.com/2ZYhKJn7MSHOSkfCdicfDaQ) ### IT Services company mindit.io doubled its client base in the 12 months following the Whiteboard Storytelling Workshop. #### Roxana-Maria Stanieu · Head of Growth, mindit.io > "Working with Mark has been catalytic for our sales process and growth. His insight into why customers buy from six interviews challenged assumptions and reshaped how we engage with prospects."   #### Mona Hristachi, Delivery Director, doing the mindit whiteboard. September 2024 ![mona hristachi](https://www.whiteboard-storytelling.com/hs-fs/hubfs/mona.jpg?width=576&height=382&name=mona.jpg) **Stories developed for teams at these organisations during Mark Gibson's career.** ![Schneider Electric](https://www.whiteboard-storytelling.com/hs-fs/hubfs/Schneider%20Electric.jpg?width=830&height=244&name=Schneider%20Electric.jpg) ![centrify logo-1](https://www.whiteboard-storytelling.com/hs-fs/hubfs/centrify%20logo-1.jpg?width=890&height=230&name=centrify%20logo-1.jpg) ![Fortinet logo](https://www.whiteboard-storytelling.com/hs-fs/hubfs/Fortinet%20logo.jpg?width=1928&height=258&name=Fortinet%20logo.jpg) ![siemens.logo](https://www.whiteboard-storytelling.com/hs-fs/hubfs/siemens.logo.jpg?width=4210&height=957&name=siemens.logo.jpg) ![mindit\_io\_logo](https://www.whiteboard-storytelling.com/hs-fs/hubfs/mindit_io_logo.jpeg?width=200&height=64&name=mindit_io_logo.jpeg) ![Kalibrate](https://www.whiteboard-storytelling.com/hs-fs/hubfs/Kalibrate.jpeg?width=225&height=135&name=Kalibrate.jpeg) ## WHO THIS IS FOR ### ![new posn-1](https://www.whiteboard-storytelling.com/hs-fs/hubfs/new%20posn-1.jpg?width=308&height=217&name=new%20posn-1.jpg) #### NEW POSITIONING Marketing launched it. Sales hasn't made it theirs. **HEAD OF MARKETING / PRODUCT MARKETING** You've built the new positioning, proposition or sales story. Now sales has to adopt it. ### ![SKO3](https://www.whiteboard-storytelling.com/hs-fs/hubfs/SKO3.jpg?width=258&height=198&name=SKO3.jpg) #### AT THE SKO Everyone got it in the room. Monday, the old deck comes out. **HEAD OF SALES** You've got the meetings. You need more of them to turn into opportunities. ### ![complex offer](https://www.whiteboard-storytelling.com/hs-fs/hubfs/complex%20offer.jpg?width=266&height=198&name=complex%20offer.jpg) #### COMPLEX OFFER Your experts can explain it. The wider team can't. **GROWTH-STAGE CEO** The company has changed. You need everyone telling the same story, without depending on you to tell it. ### ![In\_The\_Channel\_v1\_0](https://www.whiteboard-storytelling.com/hs-fs/hubfs/In_The_Channel_v1_0.png?width=266&height=204&name=In_The_Channel_v1_0.png) #### PARTNER ACTIVATION You ran the training. The deals never came. **HEAD OF CHANNELS** You've recruited the partners. Now you need them to recognise the opportunity, tell the story and register deals. ## WHO IT IS NOT FOR ### This isn't presentation training. Not for teams looking for: - **A prettier sales deck or presentation training.** - **A script everyone recites.** - **A one-off SKO performance that disappears by Monday.** ## **![Why now?](https://www.whiteboard-storytelling.com/hs-fs/hubfs/Why%20now%3F.jpg?width=900&height=450&name=Why%20now%3F.jpg)** ### How you sell is part of why they buy. \* Gartner, B2B Buyer Surveys, Aug–Sep 2025: *67% prefer a rep-free experience; 45% used AI/GenAI during a recent purchase; 69% prefer sales reps to validate AI-generated insights.* † 6sense, *2024 B2B Buyer Experience Report*: *buyers engage sellers around 70% through the journey; 81% have a preferred vendor before first contact.* ## HOW IT WORKS ### Recognising the story is easy. #### Using it when the buyer takes you somewhere unexpected is harder. ![Whiteboard activation ](https://www.whiteboard-storytelling.com/hs-fs/hubfs/How.png?width=720&height=240&name=How.png) #### 1. BUILD **Create the customer conversation.** Start with your existing positioning and customer evidence — or interview your best customers to discover why they buy and why they stay. We turn that into your: **Positioning Canvas → Conversational Storyboard → Whiteboard Story** #### 2. TRANSFER **Build the skills to use it.** Sellers upgrade the communication skills they need to move from presenting to consultative conversation. Then they learn the story by doing it. They "See it, say it, draw it and do it" up to ten times in two to four hours, depending on story complexity. ![Activation Loop](https://www.whiteboard-storytelling.com/hs-fs/hubfs/Activation%20Loop.jpg?width=794&height=316&name=Activation%20Loop.jpg) They open meetings. Ask. Listen. Draw. Play the customer. Get interrupted. Change direction. Try again. Until they know the story well enough to stop following it. #### 3. ADOPT **Make it work under pressure.** The workshop starts the learning. Repetition makes it usable. Every seller practises the story another ten times, gets an individual role-play and feedback session, then demonstrates their competence in certification. Not whether they can remember the story. **Whether they can use it when the customer takes them somewhere unexpected.** [Get the story adopted](https://2gzlk6.share-eu1.hsforms.com/2ZYhKJn7MSHOSkfCdicfDaQ) ## WHY WHITEBOARD-STORYTELLING? ## ![MG Whiteboard-1](https://www.whiteboard-storytelling.com/hs-fs/hubfs/MG%20Whiteboard-1.jpeg?width=681&height=427&name=MG%20Whiteboard-1.jpeg) ### Mark Gibson has spent decades turning complex propositions into conversations salespeople can use under pressure. I learned from the masters, working for two years with Corey Sommers and Dave Jenkins, the guys who wrote the book "Whiteboardselling". I then contracted with Corporate Visions for a year after they acquired the company.  I've developed more than a hundred whiteboard stories for companies with hundreds of salespeople and startups with three salespeople. **The method has evolved.** My firstwhiteboards weresupply-side product pitches disguised as whiteboard stories, then Challenger, then Why Change. Now the story is encoded with demand-side insight from customer interviews, using the Jobs-to-be-Done methodology. **The objective hasn't:** **Get the story out of the deck and into the salesperson.** — Mark Gibson ## What should your sales team do differently on Monday? Tell me what's changing: **New positioning? SKO? New proposition? A complex story only your best people can tell? Channel not creating demand?** I'll look at your profile and website before we speak. *20 minutes. No deck required.* ## Contact us Have questions or need assistance? Fill out the form below, and our team will get back to you shortly. 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