Here you’ll find everything you need to learn more about Sales Process Engineering and our radical approach to the design and management of the sales process.

Death of Field Sales
Death of Field Sales

Justin argues that sales should essentially be an inside sales function and prescribes a 12-step action plan to rid yourself of the field sales addiction. Watch Webinar

Your Salespeople: four appointments a day; five days a week
Your Salespeople: four appointments a day; five days a week

Justin presents the most typical application of Sales Process Engineering (SPE). SPE is a radical approach to the design and management of field-sales environments. This is particularly appropriate for complex sales or engineer-to-order environments.
Watch Webinar

Why CRM Sucks
Why CRM Sucks

Justin presents a comprehensive and practical approach to the automation of sales and marketing (with real-world examples and specific technology recommendations).
Watch Webinar

Keynote Presentation: Introduction to SPE Lunch N Learn Presentation
Keynote Presentation: Introduction to SPE Lunch N Learn Presentation

This is a recording of a Ballistix Lunch N Learn recorded in 2011. It offers a comprehensive introduction to Sales Process Engineering.
Watch Keynote

Intro to OSO (now Managed SPE)
Managed SPE

An introduction to Ballistix’s service offering. Explains how Ballistix can work with your organization to turbo-charge the effectiveness of your sales function. Watch Webinar

machine-sml
The Machine

The Machine is a comprehensive, step-by-step guide the practical application of Sales Process Engineering (SPE) to an organization. It identifies the major issues with the traditional approach to sales and proposes a new direction. You can read the first four chapters online Free or you can buy this book online at Amazon.

Death-of-field-sales
The Death of Field Sales

Most products (and services) can — and should — be sold by an inside sales team. This chapter extract from The Machine Book clearly explains why the days of large field-based sales teams are numbered — and shows you the financial damage that your (oversize) outside sales team is likely doing to your business.
Download PDF

21
Reengineering the Sales Process

This is Justin’s first book. It is a compilation of some plus 20 articles (101 pages) on all things related to Sales Process Engineering.
Download PDF

SPE-Three-Scenarios
Sales Process Engineering: three typical scenarios

These three scenarios show how Sales Process Engineering (SPE) can be applied to organizations of different sizes to — in each case — increase business-development activity and decrease operating expenses. 
Download PDF

Ballistix-whitepaper
How to build a high-throughput Sales Process

This paper presents a method for engineering the sales function into a measurable, manageable and scalable process — the key characteristic of which is an extraordinarily high volume of business-development activity (salespeople consistently perform at least four appointments a day, five days a week). 
Read Now

1
SPE Blog

Justin’s Blog Process Engineering blog is read by more than 15,000 executives the world over. It contains some 200 articles on topics ranging from sales management to the practical application of Search Engine Marketing.Visit Blog

12
Justin Roff-Marsh Mixergy interview with Andrew

Andrew Warner is a successful entrepreneur and and President of online interview show and training resource, Mixergy. Hear Justin spend an hour chatting with Andrew on how entrepreneurs can successfully implelment SPE into their businesses. 
Watch now

22
The Independent Entrepreneur: Interview with Justin

Justin discuss SPE, The Theory of Constraints, how he built his company and why entrepreneurs should start their business with no money and no plan. Listen now