Mark America Smith

rops.io

https://calendly.com/steele-rops/rops-discovery?month=2024-01

We improve business processes by building, managing, integrating, and analyzing tech stacks for....
- Start-ups
- Sales Organizations
- SaaS
- Legal
- Customer Experience
- Customer Onboarding

Board Member

Inside Sales Advisors, LLC

Inside Sales Advisors helps organizations of all sizes establish, enhance, and refine their Inside Sales-based GTM strategies. 

Whether helping large clients refine just one strategy, install an Inside Sales division in their already-established org, or advising a start up from inception, we help avoid pitfalls, choose priorities, and implement strategies for execution. 

ISA consulting engagements last approximately 30-60 days, with a focus on installing exceptional leadership, implementing repeatable sales strategies, and enabling the organization to achieve rapid, predictable, and sustainable growth.

Principal

Worklyfe.io

Advisor

Practical to Powerful

"Practical to Powerful: The Functional Guide to Evolving from Manager to Leader" was written to be the most approachable, relatable, and actionable resource to help business leaders navigate the complexities of management and leadership roles.

Author

Webware.io

Webware.io is a complete digital toolkit designed to help small businesses easily navigate the online world. Webware's technology and services are used by IBM, Kernels Popcorn, Staples Canada, and over 10,000 businesses across 400 cities in North America. With Webware.io, a business has access to the technology and support required to get online and become successful. The toolkit includes a website and e-commerce platform, social media management, email marketing, blogging, search engine optimization (SEO), reputation management, and more. Visit webware.io for more information.

Chief Revenue Officer (CRO)

Frontpoint

I serve as Frontpoint's executive leader for all Sales, Retention, Billing, and Collections and have been in that role as an employee since September 2019. Between March 2019 and September 2019, served as a full-time Sr. Advisor to Frontpoint.

I report directly to the CEO. 

Since rejoining Frontpoint, my directive has been to:
- Establish 2nd Sales and Retention Headquarters in Utah
- Exceed all Sales, Retention, and Collections goals

Accomplishments since rejoining in March, 2019:
- Created more than 50 new full-time jobs in Utah
- Exceeded monthly sales goals by an average of 145.4%
- Increased customer retention by 21.9%
- Reduced trial period return rates by 45.8%
- Increased ACH payment type by 433%
- Decreased non-paying customers by 15.6%
- Sub-10% employee turnover in Utah office
- 100% gender pay equity by role in Utah office
- Maintained 97% customer satisfaction score in post-sale surveys

Sr. Advisor & Sr. Vice President, Sales

Womply

Womply serves over 150,000 American small businesses, through partnerships with major credit card processors, and organically generated leads. Womply’s primary focus is providing robust, affordable CRM software to an underserved demographic. 

In 2017 my top priority was to increase the efficiency of the Core sales division, the only division at the time. In 2018 we:
- Moved from an SDR—>AE model to an AE-only model
- Grew sales volume from ~1500 sales per month to over 5,000 sales per month in less than 6 months, and with 30% lower headcount
- Grew customer engagement in product by 7x

In 2018 we added two additional sales divisions, growing the team by nearly 200 individual contributors, and in offices in multiple countries. 
- Increased ASP 3.7x
- Moved from no contract to 12-mo contract on all sales
- Moved from indirect billing to direct billing
- Sub-6% Money-back Guarantee Period churn
- 99% of sales in these channels were made from cold calling efforts, requiring scalable processes in order to achieve unit economic goals.

VP Sales

Joist

Senior Advisor

At Joist, we have a simple mission: make contractors heroes. Joist provides a mobile and web application for small business contractors to estimate, invoice, record and process payments, and manage projects from anywhere. We have offices in Toronto, San Francisco, Salt Lake City, and Krakow but more importantly, we’re helping nearly 500k contractors across North America, the UK and Australia.

Vice President of Sales and Founding Member

Vivint Solar

Generated 34.22 megawatts of residential rooftop solar sales. Additionally, sold out multiple solar farms in record time.  

Oversaw all functions of Inside Sales at VSLR including sales, operations, and budgets.

Director of Inside Sales

FrontPoint Security

FrontPoint Security is the leading nationwide provider of wireless alarm systems and interactive home security. FrontPoint combines next generation technology with unrivaled simplicity and an amazing commitment to service to create a truly unique customer experience. With customers in all fifty states and Canada, FrontPoint Security is one of the fastest growing alarm companies in North America. FrontPoint is a GE Security Authorized Dealer and Alarm.com’s Preferred Dealer for no-hassle security solution.

- Oversaw 100% of sales company-wide, with 140+ sales reps on 13 sales teams
- Increased monthly sales volume by 54%
- Increased sales conversion by 43%
- Increased sales conversion on largest lead provider by 64%
- Reduced discount rate by 27%
- Increased ACH payment rate by 12x
- Maintained employee satisfaction rate of 92%

Director of Sales

I teach the world’s greatest sales operating system — the one which I have used to lead over $1.1billion in sales in my career, and which I use with all of my clients.

Additionally, I advise C-level executives on how to build a winning culture, combing aggressive performance management and humanity. 

I built my career on five core principles: 

- Earn trust
- Be credible
- Be aligned
- Be ethical
- Provide equal opportunity. 

If you want to have more visibility and control than you’ve ever had, but without needing to micromanage, give me a call. 

Taplio

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