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SPE Articles
Justin’s Blog Process Engineering blog is read by more than 15,000 executives the world over. It contains some 230 articles on topics ranging from sales transformation to the practical limitations of inbound marketing for an organization seeking aggressive growth. Topic categories include generating and managing opportunities, the practical application of Sales Process Engineering and case studies from executives that have applied SPE to their organizations.
Eight Uncomfortable Truths for Industrial Companies Infographic
This infographic argues that the standard business model for Industrial Organizations is outdated and uncompetitive. It then presents a radical new business model by way of eight uncomfortable truths.
Ballistix YouTube
Our YouTube channel houses some 40 plus videos covering topics from ‘The Death of Field Sales’ to ‘Why CRM Sucks’. Videos include recorded webinars, live speaker presentations and in-depth interviews with executives on the challenges and triumphs they have experienced while implementing Sales Process Engineering within their organizations.
Justin Roff-Marsh in The Media
Justin is a regular guest speaker at scores of industry events, conferences, and association meetings throughout North America, Europe, and Australia. He regularly contributes articles and interviews to publications around the globe. Read, watch and listen to his latest thinking on all topics related to the design and management of modern-day sales processes. He holds nothing back and covers topics from ‘Everything Wrong with the B2B Sales Model, And How To Fix It’ to ‘Why Your Salespeople Are Focused on the Wrong Type of Transactions’.
The Machine
The Machine is Justin Roff-Marsh’s Axiom award-winning book on sales transformation. In The Machine, Justin shows executives how to build a ridiculously efficient sales process to out-communicate, outsell and ultimately, outgrow their competition.
The Machine decimates current sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.
The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists.
Beyond the Machine Short Course
Our Beyond The Machine Short Course is a collection of four SPE master classes. Each class builds upon what’s taught in The Machine and includes practical tips and insights from building SPE at the frontlines. A typical class goes for about 25 minutes.
Class One: Meaningful Sales Interactions (sets the groundwork for your transition to SPE). Class Two: A Powerhouse customer service team. (More than anything else, the successful transition to SPE relies on your ability to build a robust customer service team). Class Three: How to generate sales opportunities. (A deep dive into the critical workflow we recommend for originating sales opportunities.) Class Four: How to prosecute sales opportunities. We explore how best to go about converting sales opportunities into sales.
The Machine Sampler
The Machine Sampler is the first four chapters of Justin Roff-Marsh’s awarding-winning book on sales transformation, The Machine. These chapters set the scene for the need for a fundamental shift in the way modern B2B organizations sell and the key principles driving change. Learn the four principles of re-envisioning the sales function and why the modern field salesperson is a misnomer.
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. It is still as relevant today as when it was first written some 15 plus years ago.
SPE Practitioner Tips (sign up)
SPE Practitioner Tips is a collection of practical tips for improving your organization’s sales process and performance. Each tip is deliberately short (a minute or so to read) and delivers at least one valuable take-away you can go and apply immediately.
Every tip given is gleaned from our 20 plus years working with organizations at the coal face of sales process improvement. Topics covered include sales management and coaching, lead generation and the practical application of SPE to an organization. You will receive a new tip roughly every two weeks.
Prescription for Growth Workshop
This workshop suggests that the standard business model for industrial organizations is outdated and uncompetitive. It then presents a radical new business model where Operations NOT Sales becomes responsible for Sales and salespeople do nothing but sell (pursue new business 100% of the time) . If you have the resolve to transform your organization around this contrarian approach, you will quickly open an unassailable lead on your competitors.
Inbound Breakout Session: Death of Field Sales
This is a live recording of Justin’s keynote presentation at Hubspot’s Inbound conference. In this keynote speech, Justin argues that field sales is dead already. Pretty much everyone already knows (intuitively, at least) but no one’s prepared to acknowledge it.
He then goes on to explain why: 1. Why you should view sales as essentially an inside function 2. Why salespeople should NOT be autonomous (and should NOT be paid commissions) 3. Why salespeople should do nothing but sell (30 meaningful selling interactions a day) 4. Why the distinction between sales and marketing departments is a false (and a devastating) one 5. Why qualification is a value-destroying activity.