Mark S.A. Smith |
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About Mark S.A. Smith
Mark S. A. Smith is an electrical engineer, computer programmer, hardware salesman, and software marketer who now works with clients to get more business out of their distribution channels. Mark focuses on how to create relationships rapidly in a fast-paced business world.
Mark founded Outsource Channel Executives Inc. in 2003 to serve clients who were looking for ways to successfully take their products and services to market. After 21 years of working in and with sales and marketing channels, Mark identified that channel success depended on building value, driving demand, forming a powerful network, and protecting profits.
Working with individuals and organizations of all sizes to generate measurable success, his clients include IBM, Ingram Micro, Agilysis, Oracle, Raytheon, AT&T, Sprint, Cadillac, Lexmark, Society of Government Meeting Planners, and Meeting Professionals International. Mark has worked with a wide range of sales and marketing situations, focusing on high tech products and services. "After nearly 20 years in business publishing, I've seen virtually every one of the marketing, sales, and management gurus, most of them twice. A lot of speakers are big on concept and theory but don't provide much, if any, practical, nuts-and-bolts stuff. Your style is markedly different, it's got verve and value." Richard Kern, editor-in-chief, The Counselor
Mark delivers innovative, unconventional strategies for entrepreneurial thinkers, marketing managers, and sales professionals to rope in the customers that looked all but impossible! He’s an expert in creating instantly implementable tactics to achieve real business success. “You’ve given me more ideas that I can use and want to use than anyone else I’ve ever heard,” says copywriting guru, David Garfinkel. Distribution Channels VeteranMark 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 ChannelsHe 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. Multiple Channel ExperienceMark 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. Channel Consulting, Training, and Tool AuthoringIn 1992, Mark joined The Guerrilla Group and co-authored Guerrilla Trade Show Selling, Guerrilla Teleselling, and Guerrilla Negotiating. 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™. Sales and Marketing PlanningWorking with Jungle Marketing, Inc, Mark created complete integrated marketing and sales plans for clients like Sprint Broadband, Cadillac, and The Aurium Group. These unique plans included step-by-step action plans and implementation road maps. Coming SoonMark’s now writing his latest book, CompetitionProof for Spring 2006 publication. He’s written more than 350 articles on sales and marketing topics, and has been quoted in business publications such as Inc. Magazine, the Denver Business Journal, and The Denver Post.
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