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Columnist: Mark Allen Roberts

Mark Allen RobertsMark Roberts is a senior level sales and marketing leader with over 35 years’ experience driving profitable sales growth in market leading organizations. He has done so at companies like Timken, VMI, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales trainer, sales strategist and sales coach.

In 2018, he received the Business Excellence award from NSME and in 2019, The Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category.

Mark is the founder of OTB Solutions, LLC and the popular business development blog, www.nosmokeandmirrors.com ranked #1 in fixing sales problems. Today, he is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness, and hire and develop their sales talent to improve sales results.

Learn more about Mark in our feature article in our August 2020 issue.

Wanting to buy a Business? Sell your Business? …Look for the Rembrandt in the Attic!
Mark Allen Roberts

Wanting to buy a Business? Sell your Business? …Look for the Rembrandt in the Attic!

  • by Mark Allen Roberts
  • 1 Year ago
  • Comments Off
Do you have a Rembrandt in your Attic? Have you ever heard someone tell a story that was an analogy so brilliant that you just had to share it? I was recently blessed to have John Ratliff share a story he called the “Rembrandt in your Attic.” A story about how a homeowner did not […]
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Mark Roberts
Mark Allen Roberts

Developing Strategy Without Customer Intel is Criminal!

  • by Mark Allen Roberts
  • 1 Year ago
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In today’s volatile and uncertain business climate, we must understand our customers and how they make buying decisions. Think about the changes we have experienced since the pandemic. No wonder many senior leaders are tired and can’t find another hour in their day. Some challenges we have all faced include the following: Health concerns due […]
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Is Your Sales Team Prepared For a Recession?
Mark Allen Roberts

Is Your Sales Team Prepared For a Recession?

  • by Pat
  • 1 Year ago
  • Comments Off
In a recent study, 96% of CEO’s believe we will experience an economic storm and recession. In this episode, Mark Allen Roberts discusses how to prepare your sales team. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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The Four “D’s “of Scaling Up Your Business.
Mark Allen Roberts

The Four “D’s “of Scaling Up Your Business.

  • by Mark Allen Roberts
  • 1 Year ago
  • Comments Off
I’ve helped several businesses scale over the past 37 years. Like building a racecar to outperform all the other cars on the track, scaling- up your business means your team is firing on all cylinders. We have no time for key project stalls or new product launches to backfire. When your company is scaling up, […]
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When Flying In A Storm, Rely On Your Instruments
Mark Allen Roberts

When Flying In A Storm, Rely On Your Instruments

  • by Mark Allen Roberts
  • 1 Year ago
  • Comments Off
In a recent study, 96% of CEOs believe we will experience an economic storm and recession. Is your team prepared should we experience an economic downturn? Over 70% of CEOs surveyed three months ago felt we were heading into an economic slowdown and recession. The recent update is that 96% of CEOs believe we will […]
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Could you have a “Pig in your Pipeline?
Mark Allen Roberts

Could you have a “Pig in your Pipeline?

  • by Mark Allen Roberts
  • 1 Year ago
  • Comments Off
“Far too many businesses are operating in a false sense of security as we approach an economic slowdown.” I recently shared this comment in a keynote address for an industry trade conference that resulted in several discussions after I left the stage. As we speak with business owners, we often hear things like…. We have […]
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Mark Allen Roberts speaking
Mark Allen Roberts

Mark Allen Roberts Helps Companies Soar to Success

  • by Pat
  • 1 Year ago
  • Comments Off
Mark Allen Roberts has been helping his clients grow their sales and profitability for over 37 years. He found his passion early in his career while working with a small plastics company that had $4 million of annual sales, but with his help, it eventually sold for $300 million. “Growing a business is my passion. […]
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How do we Scale Our Company Effectively?
Mark Allen Roberts

How do we Scale Our Company Effectively?

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
This is a question I often hear from frustrated business owners, CEOs, and senior leaders. How do we Scale Our Company Effectively? The company leaders had their off-site 3-day meeting and came back excited with a new plan and strategy. This will be the year we scale our company…. but fast forward six months, no […]
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Fix Online Sales Problems
Mark Allen Roberts

Fix Online Sales Problems

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
For over 20 years I’ve shared how to fix sales problems. There is a new growing sales problem: Online Sales Problems A recent study shared 33% of buyers prefer to buy online without engaging with a salesperson. ( And the trend line is growing) What are online sales problems and how can we fix them? […]
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Why “Sales Rep’s” Must Evolve into “Trusted Advisors”
Mark Allen Roberts

Why “Sales Rep’s” Must Evolve into “Trusted Advisors”

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
Buyers have spoken, loudly in many cases…. they no longer want “sales reps” calling on them and sharing things the buyer could have found on your website. In a recent study 33% of buyers no longer want to work with salespeople. Why? Well to put it bluntly … because of sales reps behaving badly for […]
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