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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.

Does Your Team Need a Virtual Sales Tune Up?
Mark Allen Roberts

Does Your Team Need a Virtual Sales Tune Up?

  • by Pat
  • 3 Years ago
  • Comments Off
Approximately 60% of face-to-face salespeople are struggling and frustrated with selling virtually. Watch as Mark Allen Roberts shares what’s involved in a Virtual Sales Boot Camp and how it can close some of the gaps sales teams are experiencing. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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Your Value Proposition
Mark Allen Roberts

Does Your Value Proposition Create Conversations That Lead to Revenue Today?

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Every industry seems to be undergoing some kind of a change. When market leaders are agile, they identify those changes quickly and they adapt. What kinds of changes can impact your value proposition? Your business was bought, or you bought a new business Environmental regulations New Laws and or regulations Technology change Market consolidation A […]
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How Do You Know If Your Salespeople Are Using a Dated Value Proposition?
Mark Allen Roberts

How Do You Know If Your Salespeople Are Using a Dated Value Proposition?

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
2020 was definitely a year of change and market disruption. Is the value proposition your team has been using for years still resonating with buyers today? In the audit we need to ask buyers questions like: How is your business doing today? Have you seen any significant changes that have impacted your business, how you […]
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Where Should My Sales Team Be Focusing Their Time Today?
Mark Allen Roberts

Where Should My Sales Team Be Focusing Their Time Today?

  • by Pat
  • 3 Years ago
  • Comments Off
Are your salespeople trying hard to hit their numbers, but it’s not happening? Watch as Mark Allen Roberts explains the difference that you’ll see if they focus their time and energy differently. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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Improve Sales Results With Better Questions Early In Sales Process
Mark Allen Roberts

Improve Sales Results With Better Questions Early In Sales Process

  • by Mark Allen Roberts
  • 3 Years ago
  • Comments Off
Many of the clients who work with me share that one of the reasons they contact me is to improve their close rate. Specifically they have spent the time and investment to bring in opportunities and quote solutions but they have seen close rates drop since April. In my no smoke and mirrors process working […]
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From Face-to-face to Virtual Selling, No Assembly Required Right?
Mark Allen Roberts

From Face-to-face to Virtual Selling, No Assembly Required Right?

  • by Pat
  • 3 Years ago
  • Comments Off
Top performing sales teams are resilient. They adapt to new challenges and continue to outperform others in their markets. Watch as Mark Allen Roberts discusses how to help face-to-face salespeople adapt to virtual sales. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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How To UP Skill Face-to-Face Salespeople for Virtual Sales
Mark Allen Roberts

How To UP Skill Face-to-Face Salespeople for Virtual Sales

  • by Mark Allen Roberts
  • 4 Years ago
  • Comments Off
Sales teams are adapting to the new normal and many once face-to-face meetings are being replaced with virtual meetings. What challenges are sales teams experiencing and how do we coach and train salespeople to be effective in a virtual sales environment? Prior to Covid-19 salespeople achieving quota has declined each year since 2016 and I […]
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Hire Sales Rock Stars
Mark Allen Roberts

Hire Sales Rock Stars

  • by Pat
  • 4 Years ago
  • Comments Off
There is an incredible amount of sales talent in the market today but how do we strategically and efficiently hire the sales rockstars who will hit the ground running and move the needle? Mark Roberts provides ideas in this video. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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Consider This Data Point When Restructuring Your Sales Organizations
Mark Allen Roberts

Consider This Data Point When Restructuring Your Sales Organizations

  • by Mark Allen Roberts
  • 4 Years ago
  • Comments Off
Information You Must Have to Adjust and Position Your Business for Growth in the New Normal. Business owners, Private Equity firms and Venture Capital firms are all having discussions on how to reduce costs but not hurt future performance. They are wondering: “How do I save the business today and not set it up to fail in […]
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Strategically Pivot to Increase Sales and Profits
Mark Allen Roberts

Strategically Pivot to Increase Sales and Profits

  • by Pat
  • 4 Years ago
  • Comments Off
How do we develop a sales strategy to still end 2020 strong and be positioned for profitable sales growth in 2021? Mark Roberts unpacks the three data sets you need to design your strategic plan. Watch more episodes from Mark’s series, Sales Science: Improving Sales Effectiveness Leveraging Data.
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