Results

For years I have struggled to create a predictable new business system for our company. We’ve tried trade shows, cold calling and content marketing at scale. Any successes with these were rarely repeatable and never scaled above ‘relationships’. Then I read The Machine. This application of Theory of Constraints to business-to-business sales, and having Justin Roff-Marsh come consult with my team, have been eye opening. From starting his program in February, in less than ninety days, we have 14 requests for meetings from prospects and our first proposal is going out this week.
Ken Robbins
CEO | Response Mine Health

TQS team explained how they moved their sales team inside and grew monthly bookings by 24% in 12 months!

Andy Watts talks about how Ballistix helped to boost his UK Consulting firm business by 50% in four months, then another 30% by month eight.

Bruce Levitt and Fraser Gibson share insights into their four-year journey (thus far) with SPE and talk about the challenges and the triumphs.

The highlight of this results video is hearing Phil (who’s not prone to hyperbole) say “wildly significant” three times, when referencing both Orbitform’s revenue growth and the resulting increase in profitability!

This interview is a detailed account of how we helped Sayfa to fortify their their systems so that they could continue to grow.

This interview is another example of an organization that’s generated significant growth (doubled sales in less than three years!) with Sales Process Engineering.

Here’s an interview with Keith Cornelius – the leader of the customer service team over at Blast-One International in Columbus, Ohio.

Keith describes the journey he’s been on to reengineer his team and to increase both the velocity and the quality of customer service activities.

We’re continuing to grow … and grow and grow.  These are Erin Kelly’s first words in her interview with Justin.

Erin and Justin discuss the journey that the East-coast division of the world’s largest group-fitness provider has been on over the last couple of years.

Over this time, Erin has reduced her field sales team from 10 to just a few — and transferred the remaining salespeople from commission to salary.

She has built a dynamic inside sales team and made this team the locus of the overall sales function.

And she has built an event program that generates 50% of the region’s sales opportunities.

This interview also contains an interesting discussion of growth opportunities within fitness clubs.

Kirk Nelson, an Exec VP at ARCA Technology Systems discusses his experiences with SPE with Justin Roff-Marsh.

He relates how SPE has helped ARCA to increase revenues by 30+% in year one and 40+% in year two and increase sales volume (units) by an order of magnitude over the period.

(What’s amazing is that ARCA accomplished this with no assistance from Ballistix — aside from a two-day planning workshop at the commencement of the initiative.)

Kitagawa BDMs held many responsibilities meaning they had a limited ability to increase activity in response to the GFC. Ballistix used division of labor to create a sales support and promotion team and get Kitagawa’s territory managers out seeing more customers.

The result is an easily scalable sales process where BDMs nowperform three times as many appointments with one-third fewer people in that position and management has complete visibility of existing opportunities. Kitagawa has gone on to record an on-time delivery rate of 95%.

Kirk Nelson outlines the impact Sales Process Engineering has had on sales. In 12 months, ARCA delivered ten-times the numbers of units per month than the previous year – with a reduced sales team just two-fifths the original size.