Inbound 2016 Breakout Session: Death of Field Sales
Inbound is HubSpot's annual tech conference that brings together the leaders in sales and marketing and thousands of delegates. Justin presents an alternative to traditional sales in this 45-minute key-note talk.
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.
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).
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.
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
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
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.
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.
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.
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.
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).
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.
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.
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