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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.

Sales Farmer
Mark Allen Roberts

The Critical Role of Sales Farmer

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
As sales organizations continue to adapt to new challenges what we often see is common sales roles emerge. We have the Hunter, who as the name implies is focused on new business, acquiring new clients to serve and increase your market share position. We experienced a new role emerge, the fisherman, as we shared in […]
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Your Biggest Sales Bottle Neck to Growth May Surprise You
Mark Allen Roberts

Your Biggest Sales Bottle Neck to Growth May Surprise You

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
How do we profitably grow our sales?  How do we build business development processes and systems that consistently deliver results? If you are the leader of an organization and have asked yourself these questions you are not alone. If you are looking for answers this article is for you. Many CEO’s business leaders and business […]
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Sales Roles After the Pandemic, and The Dawn of the “ Fisherman”
Mark Allen Roberts

Sales Roles After the Pandemic, and The Dawn of the “ Fisherman”

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Sales methodologies have evolved over the years. We saw Relationship Selling in 1936 followed by Needs Satisfaction Selling in 1968. In 1988 we were introduced to SPIN Selling closely followed by Solution Selling in 2000. The Challenger Model emerged in 2011. In response to the pandemic, most sales teams evolved into a Virtual Sales Model […]
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What Is The Future of Sales And How Should We Strategically Adapt?
Mark Allen Roberts

What Is The Future of Sales And How Should We Strategically Adapt?

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
We have experience a great deal of disruption due to the pandemic over the past year. Some businesses were closed, others deemed essential were open but their teams worked remotely. Buyers were not meeting with current vendor salespeople not to mention new salespeople trying to win their business. What will the future of sales look […]
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Are Happy Goggles Hurting Your Sales Results?
Mark Allen Roberts

Are Happy Goggles Hurting Your Sales Results?

  • by Pat
  • 3 Years ago
  • Comments Off
Why can’t we have sales forecasts and pipelines we can count on? Are your salespeople looking at each opportunity wearing happy goggles? In this episode, Mark Allen Roberts discusses the components needed to create a sales pipeline you can count on. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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Do This One Thing to Increase Sales Revenue and Profits
Mark Allen Roberts

Do This One Thing to Increase Sales Revenue and Profits

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
If you could only do one thing to improve your sales revenue and profits, what would it be? In this article I will share how capturing and leveraging the current voice of your customers is that “one thing.” When your team understands your customers – how they buy and what they need to buy today […]
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Increase Sales: Fix Broken Windows
Mark Allen Roberts

Increase Sales: Fix Broken Windows

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Is your sales team prepared to win today? Do your salespeople consistently exhibit the discipline to drive profitable sales growth? One way to ensure your sales team breaks the growing global trend of sales teams not achieving sales growth goals is to fix broken windows in your organization. I am very proud of my children. […]
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How Healthy is Your Sales Team?
Mark Allen Roberts

How Healthy is Your Sales Team?

  • by Pat
  • 3 Years ago
  • Comments Off
How healthy is your sales team? How many sales calories are they burning each day? Tune in to this episode by Mark Allen Roberts to find out how the answers to these questions impact your bottom line. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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How Do You Reboot Your Business in 2021?
Mark Allen Roberts

How Do You Reboot Your Business in 2021?

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Your business has successfully grown year over year for (you fill in the blank) years. You wanted to invest more in digital marketing, by improving your website, sales skills training and targeting new markets …but you were busy. The impact of Covid-19 was felt by many businesses in March and April of 2020. What did […]
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Do Your Salespeople Know Their ABC’s?
Mark Allen Roberts

Do Your Salespeople Know Their ABC’s?

  • by Pat
  • 3 Years ago
  • Comments Off
In a recent study, just over 50% of buyers shared they are buying at or above what they bought last year. In this episode, Mark Allen Roberts shares how the ABC’s can help your sales team. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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