Mark S A Smith
Sales Channel Development and Business Author
- Location
- Colorado Springs, Colorado Area
- Industry
- Management Consulting
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Mark S A Smith's Overview
- Current
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- Co-founder at Outsource Channel Executives, Inc
- Past
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- Senior Partner at The Guerrilla Group
- Director of Sales at Minc, Inc
- Product Line Manager at Hewlett Packard/Agilent
- Education
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- University of Tennessee
- Southern Adventist University
- Recommendations
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14 people have recommended Mark S A
- Connections
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500+ connections
- Websites
Mark S A Smith's Summary
Mark S. A. Smith is an electrical engineer, computer programmer, hardware salesman, software marketer, and business owner who now works with IT sales professionals to sell disruptive technologies.
Mark has written 11 books and sales guides on a wide variety of IT technology targeting government, educational, healthcare and the private sector. He has authored more than 350 magazine articles.
With his engineering, sales, and business background, he can teach technical information in a way that sales people and management understand so that they can clearly communicate with their customers at all levels.
Creates powerful and innovative sales channel tools, combining product knowledge with proven sales skills. Creates custom white papers and books to sell technology to top management. Delivered thousands of speeches on selling.
Working with organizations of all sizes to generate measurable success, his clients include BEA, Arrow, CDW, Dell, ePlus, HP, Hitachi Data Systems, Microsoft, IBM, Ingram Micro, Agilysis, Tech Data, Oracle, Raytheon, AT&T, NetApp, Synnex, Lexmark, Society of Government Meeting Planners, and Meeting Professionals International.
Created and delivered the wildly successful BladeBuilder University™ that helped HP grow their blade server market share from 22% in 2005 to 64% in 2009 by teaching the channel how to sell disruptive technology.
Mark has created incremental sales for Agilysys by teaching a mix of Oracle product knowledge combined with sales skills training to uniquely deliver a blend of know how and "do how". In the past he has delivered similar programs for IBM WebSphere and IBM Start Now brands.
Recognized by his peers, Mark has been a full member of the Society for the Advancement of Consulting. Membership requires stringent proof of performance, expertise, and excellence in consulting. A veteran professional speaker, he is past president of the National Speakers Association, Colorado chapter.
Specialties
Co-authored "Guerrilla Tradeshow Selling", "Guerrilla TeleSelling", "Guerrilla Negotiating." Authored "Linux in the Boardroom" and "Security in the Boardroom." All available from amazon.com. "CompetitionProof: How to protect your accounts from competitive attack" forthcoming.
Mark S A Smith's Experience
Co-founder
Outsource Channel Executives, Inc
Privately Held; 11-50 employees; Information Technology and Services industry
September 2003 – Present (8 years 9 months)
For details, see www.oceinc.com
What We Do:
We help companies with new, disruptive technology sell lots and lots of it by combining sales skills with product knowledge so that sales reps are excited and confident to talk with the right prospects about the right thing.
We bring our clients "do how" instead of just "know how."
We help people build new sales channels and get more out of the channels they have, sometimes called channel enablement or sales enablement.
Custom Solution-Based Training
Web-Based * Instructor-Led * Audio
Keynote * Breakout * Half-Day * Full-Day
Event Management * Audience Acquisition
Custom Publications * Comprehensive Reporting
Channel Research * Certification Design
We teach your sales teams how to build compelling business cases and how to reach top officers of Small and Mid-size Businesses (SMB) to capture the 40 percent of decision makers that most sales reps and channel partners can't or don't know how to access now.
Our methodology focuses on action and results, with specific metrics achieved within specific time frames.
We have a proven track record of success with key industry leaders, and we guarantee our performance. Our programs will make an immediate difference in your business.
Senior Partner
The Guerrilla Group
July 1992 – September 2003 (11 years 3 months)
Sales training and consulting for Fortune 1000 clients. Based on the books, "Guerrilla Marketing", "Guerrilla Selling", "Guerrilla TeleSelling", "Guerrilla Tradeshow Selling", "Guerrilla Negotiating".
In 1992, Mark joined The Guerrilla Group and co-authored Guerrilla Trade Show Selling, Guerrilla Teleselling, and Guerrilla Negotiating with Guerrilla Marketing author, Jay Conrad Levinson, and Guerrilla Selling author, Orvel Ray Wilson. He co-created the wildly successful Executive Assessment channel sales tool for IBM, writing approximately 70 product-specific versions for IBM's major software brands, including DB2®, WebSphere®, Lotus®, Tivoli®, and Start Now™.
Director of Sales
Minc, Inc
Public Company; 1-10 employees; Information Technology and Services industry
1988 – 1992 (4 years)
Mark worked as director of sales for Minc, Inc. a software startup that created logic synthesis software for programmable logic devices and field programmable gate arrays. He managed a direct sales force of telemarketers, an indirect channel of resellers, and an OEM channel.
Product Line Manager
Hewlett Packard/Agilent
Public Company; 10,001+ employees; HPQ; Information Technology and Services industry
1982 – 1988 (6 years)
Distribution Channels Veteran
Mark has worked with channel sales since 1982 when he worked as a sales support engineer for Hewlett-Packard oscilloscopes division supporting H-Ps direct sales channel. In that capacity, he learned about selling and creating crisp messaging to drive sales in a very competitive environment. He wrote training sessions and delivered them world-wide as part of a new technology product launch.
Experienced with International Channels
He worked for three years in Amsterdam at H-P's international marketing center as product line manager for oscilloscopes for Europe, Middle East, and Africa. He substantially increased the sales every year with specific tactics that have proven to be successful over and over.
Mark S A Smith's Education
University of Tennessee
BSEE, Electrical Engineering
September 1978 – March 1982
Southern Adventist University
Mark S A Smith's Additional Information
- Websites:
- Groups and Associations:
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Past Society for the Advancement of Consulting, past National Speakers Association (including past Colorado chapter president)
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Contact Mark S A for:
- consulting offers
- new ventures
- expertise requests
- business deals
- reference requests
- getting back in touch
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