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The Machine: A Radical Approach to the Design of the Sales Function Hardcover – October 20, 2015
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--Aubrey Meador, President of ARCA
"The pioneering work of Justin Roff-Marsh in the design of effective sales 'machines' is, in my view, world leading. Organizations who ignore it in the connected, globally competitive twenty-first century do so at their peril."
--John Lyons, independent company director and coauthor of Marketing without Money
--Andrew Warner, Founder of Mixergy
"In his provocative book, The Machine, Justin Roff-Marsh has thoughtfully and forcefully challenged the status quo as it pertains to the design of the sales function. Some readers will be angry, some dismissive, and a select few will be enlightened by this alternative approach."
--Mike Schleyhahn, President of Swagelok San Diego
--Jeff Stuart, President of Hydra-Power Systems Inc.
"Justin's approach to addressing the tired structure of sales environments is nothing short of revolutionary. The Machine shows how to drive growth with a tightly synchronized machine, as an alternative to herding individual salespeople."
--Paul O'Dwyer, author and business growth coach
"Justin's book is a delight. Justin translates the idea that the whole is greater than the sum of its parts to sales, demonstrating that there is a substantially better way to sell."
--Humberto R. Baptista, CEO of Vectis-Solutions and lecturer at TOC Schools
"As an operations guy, I'm driven by process, efficiency, and repeatability. The notion that the sales function is an art immune from the rigors of process has never sat well with me. The Machine shatters that myth."
--Marc Allman, COO of AMS Controls
"Justin Roff-Marsh gets to the root causes of underperforming sales quickly and succinctly. It is clear he knows sales inside and out and has thought deeply about the profession's problems. The book is both global in its implications for sales and practical in its applications for selling."
--Charles Coury, President of 9Wood
"We have worked with Justin and his team for the past seven months and I am continually impressed with the team's professionalism and knowledge."
--Jim O'Connell, President of Hotsy Pacific
About the Author
Justin Roff-Marsh is the founder of Ballistix and the developer of Sales Process Engineering. Ballistix builds highly efficient sales functions for organizations in North America, Australia, and the United Kingdom. Sales Process Engineering is a radical approach to the design and management of sales functions. Roff-Marsh propagates his (generally controversial) ideas via his popular blog (salesprocessengineering.net) and via a busy international speaking schedule.
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Top Customer Reviews
I already had some knowledge of Theory of Constraints (TOC) which helped a lot, but this book lays out a particularly lucid path on how to implement Sales Process Engineering (SPE). Many books on TOC do not go as far with the nuances of the specific actions to take, and in which order, to ensure you begin to see the desired effects. I particularly liked how Mr. Roff-Marsh broadened the discussion by tying in the consequences of all manner of developments which have occurred since the Industrial Revolution and which explain why some of the things we take for granted are the way they are, not necessarily the way they should be.
The style of writing comes across as highly educated and the book flows extremely well from one subject to another. I really enjoyed reading it and I actually found a few passages "exciting" to see how they would turn out. Not the case studies, which might usually be the case, but the actual description of the process engineering steps themselves!
Mr. Roff-Marsh is very explicit on what is the "right" way and the "wrong" way which sat comfortably with me because the reasoned cause and effect logic is hard to argue with. Even though it seems just like common sense, it takes a strong vision and a firm approach to overcome inertia and implement real and lasting organisational change when there are many stakeholders involved. You won't have much luck sitting on the fence and there is none in this book. Consequently everything is specific and actionable.
I've seen sales done the traditional way (and done it myself when I had to) but after reading this book I can't imagine doing so again. With the SPE knowledge laid out in the book, not just what it is but how to do it, it would simply be illogical to persist with the traditional approach because the cause and effect relationships from your actions are completely missing. That is perhaps the most powerful part of the SPE approach. Everybody can see the effects of their actions and how their particular actions contribute to the whole system, including the fulfillment side of the business!
So, even if you've only read half this far, I cannot recommend this book highly enough. The length of this review is testament to how much time I'm prepared to invest in promoting it. I consider Mr. Roff-Marsh a thought leader in his field and the knowledge he shares in this book is worth its cover charge plus your small time investment multiplied by thousands.
My first introduction to Sales Process Engineering(SPE) was when I watched an interview that Justin Roff-Marsh did for Mixergy sometime back - Mixergy provides business tips from proven entrepreneurs via interviews. Loved the clarity and the confidence with which Justin put forward his ideas. I have been following Justin Roff-Marsh ever since and I am so glad he published this book.
This book is a treat to read. In fact, it is a book to be studied not read. Justin lays out the inside-out sales model in great detail, fusing the Theory of Constraints with a powerful narrative and providing detailed guidance on how to implement this sales model. I also love the fact that Justin does not leave us with high level concepts, but takes it down to an implementation level. Justin is not shy to propose bold, controversial ideas. But these ideas are not hollow, they are backed by a sincere effort to explain the “Why” behind them. Case in point is Chapter 7: The End of Commissions, Bonuses and Other Artificial Management Stimulus. A highly controversial topic, but Justin brilliantly lays out his point of view.
When I usually read business books, I speed read some chapters that don’t appeal to me or sometimes I even skip them. No so with The Machine. In fact I had to pay extra attention to what I was reading so that I could absorb the concepts and at times very curious to know where this was going. This book is a guide for entrepreneurs, sales and marketing leaders who wish to grow their business in today’s marketplace.
For marketing leaders this book should an eye opener. The hard work involved in crafting effective promotions, the illusive nature of CRM benefits and the ever challenging question on how to qualify leads for sales are some of the topics Justin tackles head-on in this book. I can already visualize how our firms’ marketing and sales can function in this new model. The book has the capacity to paint that vivid picture for you.
I hope and trust that you learn more about these concepts of Sales Process Engineering (SPE) and I would highly encourage you to read this book. Have you ever bought a new car and then suddenly you start seeing the same model at every corner of the road? Similarly after you have read The Machine, you will not be able to see a traditional sales and marketing function without the SPE lens.
Thank you Justin!
Your years of knowledge, passion and experience exuded from every chapter of this book.
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