- Hardcover: 244 pages
- Publisher: Greenleaf Book Group Press (October 20, 2015)
- Language: English
- ISBN-10: 1626342245
- ISBN-13: 978-1626342248
- Product Dimensions: 6.1 x 1.1 x 9.1 inches
- Shipping Weight: 1.6 pounds (View shipping rates and policies)
- Average Customer Review: 37 customer reviews
- Amazon Best Sellers Rank: #57,318 in Books (See Top 100 in Books)
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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
What will pleasantly surprise most readers is that the ideas and concepts apply to much more than improving their sales process. The concepts that Mr. Roff-Marsh introduces will not make you a better sales leader, they will also give you a strategic framework to make you a better overall leader in whatever kind of role you have in your company or organization.
Within 3 months of implementation, we have moved from 2 field sales, carrying out 25-35 business development appointments per month (between them), to 1 field sales rep(the other is now a sales coordinator), carrying out 60-70 business development appointments per month.
Would recommend this book as totally practical, logical and proven to work.
Most recent customer reviews
lf to excellence. You will be self satisfied and wealth.