RESOURCES
Free SPE tools and resources
Our most useful resources
TOP PICK
Our Documentary: Double-Digit Growth
If you’re aiming for double-digit growth but consistently end up settling for singles, this documentary explains why (and, what to do about it). Justin Roff-Marsh takes us on a journey, back to the 1950s to contrast the design of two organizations’ front-of-house. Prince Castle (where Ray Kroc sold milkshake machines) had a traditional sales model—where the salesperson was the organization’s customer interface. But, not so, at Xerox. Xerox’s revolutionary pay-per-print proposition introduced a new relationship between the customer, the Sales department and Operations. Justin argues that, today, most transactions closely resemble Xerox’s pay-per-print proposition—but most sales departments continue to emulate the Prince Castle sales model. This is what prevents mid-size, industrial organizations from generating double-digit growth.
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This infographic argues that the standard business model for Industrial Organizations is outdated and uncompetitive.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 shockingly effective approach to selling into project environments
This video will cause you to rethink your approach to sales (and growth) if you sell into construction projects–or any kind of projects, for that matter. It argues that salespeople naturally attempt to follow people to projects. And that this is the exact opposite of how you should sell in project environments. The better approach—an approach that yields profoundly superior results—is to follow projects to people. But this approach requires a radical redesign of your organization’s front-of-house.
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.
Insights eBook
This collection of articles written by Justin tells you why you should stop caring about personal relationships (as it relates to B2B selling) and almost every other touted truism used in sales. Read Justin’s insights on the fundamental problems that plague modern sales, the folly of personal relationships in B2B selling, why you need to stop paying your salespeople commissions, why revenue should always be the responsibility of Operations, never Sales and more!
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.
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.
The Machine Master Business Course
Justin’s Master Business Course will show you how to redesign your sales organization for double-digit growth, year after year. The course is delivered online over seven weeks. Each week, you will receive a new module consisting of a video lecture by Justin and detailed worksheets and presenter notes. The course is a distillation of 30 years of work aiding organizations worldwide to transition to the Sales Process Engineering model for organizational growth. Justin created the course exclusively for Growth Institute, a global powerhouse in entrepreneurial programs for executives charged with business growth. It is the perfect first step for executives wanting to learn more about SPE at their own pace or business owners of small organizations looking to self-implement.
