6/18/20 - Episode #17
Selling Naked 
No Smoke & Mirrors Sales Strategies and Structures for Today’s Manufacturers
(with Special Guest - Mark Allen Roberts)

Mark Allen Roberts is the President and founder of OTB Sales Solutions—helping companies improve sales and profits by leveraging a data driven, no smoke and mirrors approach to driving profitable sales growth. 
 
Assessing and strategically developing your sales teams skills, motivations and beliefs, ultimately improving your teams performance. By understanding and leveraging the voice of your customers you’ll drive profitable sales growth, improve customer retention and increase share of wallet.
 
Mark is also the author of the book Branding Backwards (a Simple Guide for Sustaining Growth in Business through Intentional Positioning and Branding), a keynote speaker, trainer, thought leader on LinkedIn, and his strategic business development blog No Smoke & Mirrors is no BS, just straight shooting.

 
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4 Quick Things from this Episode
	1.	The biggest challenge most manufacturers are facing today; sales strategies and structures -buyers have changed just in the last three months  -understanding the voice of the customer  
	2.	The forgotten distributor; facing the perfect storm -70% of the sales process is over by the time they call to buy   
	3.	Selling Naked; -website that’s a brochure  -old value proposition  -poorly trained sales people  -features and benefits bingo  -people are in the wrong role  -only 41% of salespeople can work remotely or without training 
	4.	Leveraging data to stop selling naked 
 
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Tweetable Quotes
	•	“Make sure your sales training is made for the way people actually learn. Otherwise, 90% of it is forgotten.” –Mark Roberts 
	•	“20% of your customers represent 300% of your sales.” –Mark Roberts 
	•	“If you can’t communicate your value in ten minutes, you’re wasting your customers time. Set your intention on serving over  selling.” –Mark Roberts 
	•	“If your sales team is running on autopilot, you’re selling naked.” -Mark Roberts 
 
Recommended Resources from this Episode
Do you have the right salesperson in the right role for today’s market?
No Smoke and Mirrors Blog

Thank you for listening and hanging out with us.
Keep manufacturing out loud! We need you. 

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