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. 

Nothing will kill your Inside Sales department faster than unskilled reps with excellent work ethic.

Years ago I had a rep with abnormally great work ethic. I never once had to ask him to work harder. 

At the time, he was making 250-300 cold calls a day.

He also had poor skills, burned through leads, and got worse with every poorly-skilled call he made. 

I went to him and told him he was allowed 50 outbound dials a day. No matter what, at 50 dials, he was done for the day.

He lost his mind, thinking I was taking away his ability to make money. 

I explained that by limiting his dials he would be more focused on each one. And that I would co-sell with him to help him improve his skills.

So, I started to sit with him for hours a day. 

He’d make a call. I’d make a call. And so on. 

Whatever I sold went to him.

Within two weeks his conversion rate skyrocketed (for him) and he was at floor average conversion.

And making more money. 

And not killing his confidence by 250 failures a day. 

- If you aren’t fully committed to ongoing training, you’re screwed.
- Saying “it’s a numbers game” is counterproductive.
- Scarcity is a good thing. Limiting the number of dials a rep is allowed to make, combined with exceptional coaching, is the way. Change limits as skills develop.
- Working harder and faster while using poor skills is a bad thing.

Best option in the situation: Improve the rep’s skills so the rep doesn’t drive off a cliff.

Second best option: If the rep is going to drive toward a cliff, let them do it in a jalopy with a top speed of 8mph.

Worst option:  Letting the rep drive toward the cliff in a Ferrari going 200mph.

Choose the best option.

Mark America Smith, PdH

It is the dawn of a new day for employee advocacy. I am super stoked and extremely proud to formally launch Dan Goodman Employment Advisory.

The first of its kind employee advocacy service to support employees against their employer. Your counter to human resources.

For decades and decades employees have been getting screwed by their employer, and I am fed up with it.

Employers prey on employees. They use misinformation and lack of knowledge to take advantage of them. They target the most vulnerable or the most lucrative for them to wrong.

Using bullying and intimidation tactics to coerce employees to act against their own best interests. Employees, you no longer have to go at it alone.

Employers have high powered attorneys drafting one-sided legal agreements They have entire HR departments full of folks who have gone to school, trained for their career, and dealt with hundreds of employees. 

Most employees know very little about HR related issues like severance, PIPs, employment agreements, restrictive clauses, equity grants, comp plans, and the like. Employers take advantage of this to the detriment of employees.

I have dedicated myself to being the advocate and resource for you. So that you have someone in your corner, and you don’t have to go at it alone. To be that support system to guide you through the maze of employment issues.

My team and I are here to assist you throughout the lifecycle of your employment. With your employer(s) and throughout your career. 

Don’t accept wrongdoing by your employer. Don’t walk away a victim. Standing up to wrongdoing and bullying can be one of the most empowering and profound things an individual can do. 

This sentiment has been expressed to me by a majority of my clients. It can be life changing. Many clients share that they look at their employer and life in general through a different lens. 

Not one that is so blindly trusting. Being more willing to question things. I am very fortunate to be in a position to help so many and the lasting impact of my work.

DGEA is formally open for business. The website launched this month. Check out the testimonials page, 50+ and counting. We have built out the backend with everything you need to get started with us.

I am very excited, grateful and blessed to serve this community. I appreciate all of your support and encouragement. I am fully committed to helping all employees successfully navigate the landmines of corporate abuse. It is time to level the playing field. I am just getting started. Let's go. 💪  

#newjob 

Image from yesterday at Sea Gull Beach, West Yarmouth, MA. Not a better way to start your day and it was a great day. 

If I have any regrets in my Sales career it is that I killed so many grandparents.

For a while I thought it was a coincidence. 

A prime prospect who totally, totally was going to buy had to miss a meeting because their grandparent died.

But it kept happening.

Prospect after prospect would have a grandparent die during the sales cycle. 

And then it got worse. 

Aunts and uncle dropping dead left and right.

I decided the answer to this spike in mortality rates was my responsibility. 

So, I got better at sales.

And less people died.

If you believe this is the most contentious, hate-filled time in America’s political history, you’re just plain ignorant.

No, this is not the “most important election in our lifetimes.”

No, America is not “more divided than ever.”

Not. Even. Close.

I shouldn’t have to list the many times America was in more dire straits but, for the uninitiated, here are just a few times which America has weathered.

- Yorktown through Ghent
- Slavery
- Civil War
- Reconstruction
- Jim Crow
- Westward expansion and the Indian Wars
- Financial panics of 1882, 1887, 1893, 1896, 1910 (among other)
- Great Depression
- Desegregation
- Watergate
- Oil embargoes of 1973 and 1979
- Iran Contra
- The Cold War
- Ross Perot
- Republican Revolution of 1994
- Bush v Gore
- $7 trillion on illegal wars in Afghanistan and Iraq

Need me to go on?

Biden is not the anti-Christ. Trump is not the Savior.

Trump is not the anti-Christ. Biden is not the Savior.

Your neighbor isn’t evil for voting for the other guy. You aren’t enlightened for voting for your guy.

America does need to improve.

And it will. 

As it always has.

If you are interviewing for a Sales role, make the sale, damnit!

In the last few months I have spoken to countless Sales professionals navigating a particularly strange hiring environment.

Dozens of interviews. No offers.

One thing most of them have in common: They don’t close the deal. They don’t even try.

I ask them why and they usually say something like:
- I don’t want to seem pushy. 
- I don’t want to seem desperate.
- I’m sure they have a process and I want to respect that.

No. You’re in Sales, trying to get a Sales job. 

Close the deal. Or at least try.

Example:

Hiring Manager: “Thank you again. It’s been a great conversation. We’ll get back to you with any next steps.”

Candidate: “Do you have enough information now in order to extend me an offer?”

Hiring Manager: “Well, we have several candidates and want to make the best choice.”

Candidate: “Of course. I would want the same if I were in your shoes. It sounds like you don’t have enough information yet in order to extend me an offer.”

Hiring Manager: “I guess you can say that, but we have a process.”

Candidate: “And your process is meant to uncover who might be the best fit …”

Hiring Manager: “Yes.”

Candidate: “Is there anything which makes you think I would not be ‘a’ good fit?”

Hiring Manager: “No. You’re highly qualified and I think you’d do well.”

Candidate: “So … it sounds like your process has worked and you’ve found a great candidate. I’m guessing this process takes you away from many other responsibilities. Let’s fix that together. You’ve acknowledged I’m a great fit … thank you for that. And, based on our discussions, I believe your Company is a great fit for me, allowing me to do my best work and help you achieve your goals. Would it be crazy to see if we can come to an agreement so this is off your plate and I can get producing for you asap.”

Is it *possible* this might offend a hiring manager? Sure. 

But do you want to work for a Sales Leader who is offended when a candidate for a Sales role attempts to close the deal?

Someone is going to close the deal and get the offer. 

Might as well be you.

There is a huge difference between a "Sales Leader" and a "Salesperson Leader."

This is especially critical for start-ups to understand.

A few years ago I was asked to join a start-up as a VP of Sales.

They had just received a round of funding and were intent on "professionalizing" their sales team.

Their first objective was to land a VP -- and they were willing to pay to make it happen.

I had several conversations with their founder, and then with their Director of Sales.

The Director of Sales was not polished. He did not have a ton of experience. He didn't "look the part." He didn't know all of the impressive jargon that sales leaders are supposed to say in order to seem brilliant.

But, he was stellar. He had started as a rep. Then a manager. Then a Director.

He was a leader of people.

He had never missed a goal. He had written scripts. He had led his team through the challenges of building start-up sales, and with a subpar product and without any great resources.

He just lacked a more professional process.

I told the Founder that I would not take the VP role.

It wasn't because it didn't pay well. It was for two main reasons:

1. It paid too well. They thought they could afford me, but they really couldn't. My compensation package would've seriously burdened the company, even though it had a fresh round of cash on hand.

2. They already had an exceptional "Salesperson Leader" in their Director.

What I proposed instead was that I would come on as mentor for the Director.

- I would teach him all of my tricks.
- I would build out a sales operating system which would give him more visibility and levers than he'd ever had.
- I would counsel with him as he led the team, and as he grew as a "Sales Leader."
- They'd get all of my Sales Leadership benefits, but executed by their Director.

And I'd do it for 1/3rd the cost of bringing me on as their VP.

The Founder declined. He was sure they needed a big name VP and that they could afford it.

A month or so later they hired a VP.

Six months later, they fired the VP.

Why? It was too damned expensive, and they didn't see the monumental growth which would justify it.

Meanwhile, the VP had disrupted - in a good way - what they had going, but wasn't allowed the time to carry it through to see the results.

The Company suffered. The VP got screwed. The Director was demotivated.

If you are a start-up which already has a "Salesperson Leader," but wants to get to the next level, my strong recommendation is to hire a mentor for that leader who can teach them, and at a fraction of the price, and with far greater results.

“Delete and report junk.”

- What we all must commit to doing with EVERY SINGLE politician text message we get. 

Fun fact: Congress has exempted itself from TCPA rules, allowing them to spam us through phone, text, and email.

The only thing we can do is report them as spam. 

Like a million times. 

Who is with me?!

I am a devoted follower of Jesus Christ.

I am sincere in my belief that he is the Savior of all mankind. 

I am not, however, convinced he was as lusciously handsome as he seems to be depicted these days.

Why do we feel the need to make Christ runway model gorgeous?

Personally, I find it to be a sacrilege.

Fortunately, His grace is sufficient to redeem the artists who depict him as a hipster IPA model from Nashville.

Anyway, you do you. 

If your Jesus has piercing blue eyes, perfectly white chiclets, and a flowing mane of flat-ironed hair that Fabio would envy, go for it.

I just like to think our Savior was as normal as any rabbi walking around the desert 2000 years ago. (but with a killer tan - you know he had to have a killer tan - or at least a killer robe tan).

Also, JFK was fugly. Seriously. If you saw that dude in the mall you wouldn’t give him a second glance.

But, for some reason, we need to think of our heroes as handsomer than they really were.

Don’t get me started on DiCaprio. He’s a 5.5 on a good day. 

Happy Easters.

No one needs Ozempic.

Just go on the Hershey’s Eggs Diet.

Start at 8am and eat as many as you possibly can every day.

Because of the atrocity that is the wrapper, you’ll only consume around 300 total calories in a day.

You’ll also get arthritis. And high blood pressure from the eventual seething rage.

I’m an influencer. Follow me for more influence.

If your CEO needs more than 3 minutes to know exactly how the Sales and Marketing teams are performing, at any given time, you’re doing it wrong.

I recently had a discovery call with a new client.

What we discovered together is, frankly, what I always discover on these calls. 

- The CEO doesn’t really know how his GTM strategy actually works. 
- The CEO doesn’t really know, without major effort, how the GTM is truly performing.
- Consequently, the CEO feels the need to randomly micromanage things, but doesn’t want to do so.

So, we’ll be implementing my proprietary sales operating system. 

Within 90 days, the CEO and company in general will know exactly how the GTM strategy works, and exactly what is going well, going poorly, and exactly which actions to take.

If you find yourself needing more than 3 minutes to know exactly how your GTM is performing, there is something wrong. 

Give me a call and, within 90 days, you’ll have the what you have always wanted.

Can we talk about Hotel Luggage Cart technology?

It’s 2024. We have Hot Pockets. We have paddle shifters in Hyundais. We alleged went to the moon. 

But this is what we get?

Big Hotel Luggage Cart continues its stranglehold. 

Gigantic, brass poles.

Wobbles.

Wheels and casters straight out of 1814 snake oil peddler wagons.

Weighing in at around 400lbs each.

Something has to change. 

Rob Poleki 🚽  When you are done Dignifying the Deuce, please unite with Pavel Bosovik and his engineers and fix this for me. 

For the world.

Just a quick reminder that the U.S. Constitution grants the power to declare war to Congress alone.

If, in the coming days, we feel the need to send our uniformed brothers and sisters to kill and die on righteous behalf of our Jewish allies, I pray they go with a Constitutional mandate, and I pray they are triumphant over our enemies. 

Congress has had six months to prepare for this decision.

Any war without a declaration from Congress will be nothing more than pure cowardice by Congress.

May God bless our troops.

And, if they fail to do their duty, may God damn the politicians. 

Mike Lee 
Mitt Romney 
Celeste Maloy 
Burgess Owens 
Blake D. Moore 
John Curtis

Hear me out. 

A hot tub. With tanning bulbs.

- Epic soak
- Epic tan
- UV rays which tan you also clean the water

Let it be known that I invented this at 11:06am on Friday, April 12, 2024. 

Bullfrog Spas get it done. I want a 10% royalty and the first unit. 

Dan Sjoblom 
Jake Ricks 
Drew Davenport 
Hailey Manley 
Bret Ivory 

Kent Richeson  You’re welcome. There’s more where this came from.

Land is finite. People are not. And people need places to live.

Should there be a law which requires a land owner to make use of their land within a certain period of time, or be required to sell it at fair market value?

For example, reside on that land, improve that land, farm that land, or develop that land within 20 years, or be forced to sell at FMV?

And should there be a limit to how many acres of a land one may own for their residence?

For example, should private residences be limited to 50 acres or less? 20? 10? 5? 500?

In Utah, for example, there are well over 100,000 acres of privately-owned land which have not been used in any way, shape, or form, for decades.

But it isn't for sale. No Utahn is allowed to buy that land and build a home, business, ranch, or farm.

And that's not factoring in the tens of millions of Utah acres which the federal government owns and refuses to release.

What say you?

“I believe you. You’re not crazy.”

That is generally the first thing I say after someone has shared with me what they are going through at work, or in their job search.

- 8/10 times, tears follow
- 8/8 of those times, thy apologize for crying
- 8/8 of those times, I tell them there is no need to apologize

So, why do I start this way? Am I a virtue-signaling wannabe therapist?

No. At least I hope not. Although I do own a pair of cut-off jorts.

It’s for five reasons. 

1. I do believe them. I have seen their scenario a thousand times. I can’t remember the last time I was shocked.

2. Experience tells me they desperately need to feel like someone is taking them seriously — and most people don’t.

3. If I am going to be effective for them, I need to know everything and they need to feel safe to open up.

4. Walls go down and we can be super strategic and tactical and get them actual results.

That’s why.

I then remind them that I don’t pay their bills, and I can only produce positive outcomes if they are completely honest.

And guess what?

We are usually effective.

“We must fix our bridges and infrastructure!”

“Absolutely. We would just need a 1.5% tax increase, but that would pay itself back in productivity, economic growth, and safety for the next 100+ years.”

“Never mind.”

I am going to buy Richard Harris™ ‘s phenomenal book for the 10 people who leave the best dad jokes in the comments below.

Deadline: Midnight tonight

amazon.com

The Seller’s Journey: Your Guidebook to Closing More Deals with N.E.A.T. Selling

My recent reading list, along with ratings:

“Lucifer Principle,” by Howard Bloom 

- Thought-provoking. Highly educational. Be prepared to be challenged, but only if you are willing to go deeper into citations.
- 6.44/7.40

“Go Tell It On The Mountain,” by James Baldwin

- Perfection from my second favorite writer of all time, and probably America’s greatest writer.
- 7.40/7.40

“Raven Rock,” by Garrett M. Graff 

- Wild, fun, scary history.
- The first ever armored presidential limousine was Al Capone’s impounded 1928 Cadillac and was used until a Lincoln could be retrofitted for FDR. Its maiden voyage … taking FDR to The Capitol to give his “Day of Infamy” speech. 
- 6.31/7.40

“Unbound,” by Tarana Burke

- Not going to lie. This was tough. Gave me increased compassion and opened my eyes, although I’m not yet sure how. I think I’ll need to see how those opened eyes play out in my life.
- 6.79/7.40

“The Wager,” by David Grann

- Just a fun way to learn about an epic true story from nautical history. Plus, I’m terrified of the ocean, so I can learn without going near it. 
- 6.12/7.40

The only thing worse than a wolf in sheep’s clothing is a sheep in wolf’s clothing.

A must read for anyone who cares about government policy, economics, and how even the best intentions can breed a century of harm.

Whatever you think you know, you need to read this book — it will show you, as it showed me, how little I actually understood.

Mehrsa Baradaran

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