In this episode, we are joined by Mark Allen Roberts from OTB Solutions. Mark is the CEO of OTB Solutions and an expert in Sales Effectiveness Improvement. He has served sales teams for over 36 years. He speaks to us about the new way of selling Building Products in 2022, how to evaluate your sales teams, set them up for success, and more.
Timestamps:
- 2:59 - Meet Mark Allen Roberts
- 7:11 - Top challenge facing sales teams in 2022
- 9:55 - What can sales teams actively be doing to improve sales
- 11:58 - How can you motivate your sales teams?
- 16:12 - Understanding the power of connecting with your customers and enabling your sales teams
- 21:38 - The 4 types of salespeople; do you know who is on your teams?
- 28:40 - Playbooks strategy, what's working and what isn't?
- 32: 54 - Where travel fits into sales today and in the future
- 35:55 - How brand switching has changed in the Building Products Industry
- 40:36 - What can manufacturers do to make their partners and customers happier
- 44:55 - Why discovery the most essential part of the sales process
Join host Will Smith live as he brings in a guest and speaks with them about their experiences, expertise, and advice around Building Materials Marketing.
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