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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.

Deliver Price Increases That Stick
Mark Allen Roberts

How Do We Deliver Price Increases That Stick?

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
As inflation and supply chain challenges continue many companies are experiencing raw material increases, they simply cannot absorb anymore. How do we deliver strategic price increases that stick? Each of my clients have experienced raw material and service increases far exceeding what they can absorb, and they must pass along some, if not all, of […]
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10 Steps to Recession Proof Your Business
Mark Allen Roberts

10 Steps to Recession Proof Your Business

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
We are experiencing both prosperity and uncertainty. With rising costs and stock market fluctuations, is your business prepared for a business slow down and/or recession? II you and your team ask:” how we can recession-proof our company?”, this article is for you. Meeting with CEOs, CFOs, and Sales leaders, the “R” word keeps coming up […]
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Why Your Salespeople Need to Feed Sea Gulls To Close More Sales
Mark Allen Roberts

Why Your Salespeople Need to Feed Sea Gulls To Close More Sales

  • by Mark Allen Roberts
  • 2 Years ago
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Why do some sales continue to a close while others somehow die just before salespeople attempt to close them? You have every sign the sale would proceed to close, but something happens? Keep reading if you want to find out how feeding Sea Gulls will help your sales close rate. Salespeople have a difficult job […]
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Is Your Sales Team Buyer Centric?
Mark Allen Roberts

Is Your Sales Team Buyer Centric?

  • by Pat
  • 2 Years ago
  • Comments Off
Are you adapting to the new normal? Do you know what your buyers want and need today? Can your salespeople build and deliver a value-based business case? Learn why you need to know the answers to these questions in this video. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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Are Your Salespeople Selling in The “Domain of Losses?”…If so, It’s Costing You
Mark Allen Roberts

Are Your Salespeople Selling in The “Domain of Losses?”…If so, It’s Costing You

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
The economic climate has changed the buying process. Buyers are taking longer to make purchases, they want better prices, but due to rising costs, we need price increases. Buyers wish for extended terms,  and there are now more people involved in the sales, and they are often C-level executives in the buyer’s company who are […]
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How we Sell is More Important Than What We Sell Today
Mark Allen Roberts

How we Sell is More Important Than What We Sell Today

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
I recently delivered a keynote for an association for C-suite leaders. Approximately 160 CEOs, CFOs, and other senior leaders in attendance focused on strategically adapting to the post-pandemic new normal. I prefer interactive presentations to create engagement while improving retention when I speak at events. I opened the session with a question: How many leaders […]
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Sales Skills
Mark Allen Roberts

What Sales Skills Can We Develop That Makes Salespeople Automation Proof in a Digital World?

  • by Mark Allen Roberts
  • 2 Years ago
  • Comments Off
Your mindset is critical to your success in sales. (Any job really) I work with many sales teams and there is a fear just beneath the surface with many salespeople negatively impacting their performance today: “Will my job be eliminated with automation?”  “Will e-commerce and digitalization be the end of salespeople? “Will virtual sales be […]
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16 Questions Every Business Leader Needs Answers to Now
Mark Allen Roberts

16 Questions Every Business Leader Needs Answers to Now

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
To say 2021 has been a rollercoaster ride of incredible highs and scary lows is an understatement. We have experienced market disruptions, uncertainty, new pandemic variants and constraints none of us could have forecasted. In response to these changes CEO’s and business owners adapted. A recent McKinsey study indicates more than 60% of CEO’s restructured […]
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Hire “More” Salespeople
Mark Allen Roberts

Are You Sure You Need to Hire “More” Salespeople?

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Many businesses are as busy or busier than they were pre-pandemic. My clients share they want to hire more salespeople to keep up with demand and give their current customers the best buying experience as possible. What I often ask my clients often surprises them: Are you sure you need more salespeople?  Having led several sales teams over the past […]
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