Podcast appearances and mentions of justin roff marsh

If you're feeling frustrated with your current sales process, constantly hitting roadblocks, and struggling to achieve your growth targets, then you are not alone. Instead of seeing the scalable business growth you desire, you are pouring resources into outdated tactics, hoping for results that never materialise. It's time to break free from the cycle of inefficiency and disappointment and take control of your sales process. With the right strategies in place, you can transform your approach and achieve the improved efficiency and scalable business growth you've been striving for.To talk about this, we've invited back on the show no other than Justin Roff-Mars, a renowned figure in sales process engineering and a dear friend. In this episode, Justin emphasises the critical need for optimising sales processes to drive efficient business growth. He challenges the common misconception that solely doubling the size of the sales organisation results in doubling revenue, highlighting the importance of understanding the underlying reasons for growth. Justin's insights on the misconception of account management, the significance of loose coupling between sales and operations, and his practical examples provide valuable guidance for businesses aiming to enhance their sales and operations processes. This conversation offers in-depth insights and practical strategies for sales executives and managers who seek to optimise their sales processes, improve efficiency, and achieve scalable business growth. Download and listen to learn more. On today's podcast: Engineer your sales process for maximum efficiency and growth.Optimise front-of-house operations to drive sales success.Understand key business growth factors to propel your sales.Embrace the importance of loose coupling in sales strategies.Continuously learn for ongoing sales improvement and succes. Follow Justin Roff-Marsh:WebsiteLinkedInSales Process EngineeringThe MachineBook recommendations: The 22 Immutable Laws of MarketingCrossing the ChasmInside The TornadoZero to OneEnjoyed the show?

Don't ever let anyone tell you there's nothing new under the sun. Thought leaders don't approach the world or their industry that way, so why should you? In this episode, Donald Kelly connects with Andy Buyting – coach, professional speaker, and best-selling author of How to Win Clients and Influence People. In this episode, Buyting introduces his proven-successful take on how to reinvent the relationship between sales and marketing which he outlines further in his 2021 book, Double Sales/Zero Salespeople. See the special offer in our Resources for a free half-hour call with one of the authors of the book!  Why the “assembly line”? Division of labor: splitting any complex process into specific tasks, and allowing people to specialize on one part of the task Application in sales and marketing: Where a typical salesperson may be responsible for generating leads and prospecting all the way through making the final sale, Buyting recommends separating the tasks among dedicated people Optimize: Once you know what each stage of the process is for your business, you can optimize and automate parts of the assembly line  “Smarketing”: Intersection of Sales and Marketing Frequently, sales and marketing operate too separately, and each department thinks it has all the answers when it comes to meeting goals Marketing can help businesses find the right customers, but it can fall apart if salespeople are just selling and not providing value Having sales with no marketing can be expensive, payroll-wise! Sales and marketing both share the same goal: growing the business. Combining the two creates a more efficient process “Just like Henry Ford developed the assembly line for the automobile, what is your business development assembly line? What are all of those stations along that journey for your prospect, from the very first time your company spends a time trying to land a sale, until they actually sign a contract? What are those stations, and then ask yourself, ‘how do I optimize each station?'” – Andy Buyting  Resources SPECIAL OFFER: Book a call or download a chapter of the book! Double Sales/Zero Salespeople by Andy Buyting on Amazon The Machine by Justin Roff-Marsh on Amazon Tulip Media Group Sponsorship Offers This episode is brought to you in part by Scratchpad. 1.  Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com.  2.            This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we're not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It's a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Justin Roff-Marsh is the founder of Ballistix and the author of The Machine: A Radical Approach to the Design of Sales Function. The myth that sales generates revenue is debunked as salespeople don't directly influence the 3 most common reasons that businesses lose accounts: poor operational performance, pricing, and product.  Justin then discusses why sellers should shift their focus from conversion rates to opportunity flow and then dives into why he believes conversion is antagonistic to deal flow. Most sales teams conversion rates are already impossibly high—and the constraint they face in increasing sales is that their opportunity flow is dangerously low.  HIGHLIGHTS Sales does NOT generate revenue, operations does Rename the CRO to Chief New Revenue Officer Incentive Pay: Its impact on productivity and team performance The dangers of defining a "sales opportunity" too narrowly A compelling proposition makes strangers prepared to talk to sellers QUOTES Debunking the myth that sales generates revenues - Justin: "If you look at why businesses lose accounts, in most businesses, the 3 most common reasons in descending order of frequency are poor operational performance. The company breaks its promises, number 1. Number 2 is pricing. Too expensive."  "Number 3 is product. Insufficient range or competitors have a product that's technically performing better... which of those 3 are salespeople responsible for? Or which of them do they directly influence? None. Operations is responsible for all 3 of those."   Selling is a team sport so compensation should reflect that - Justin: “When we strip away all responsibilities from salespeople apart from selling conversations, it becomes a team sport. We have a promotions team that's generating ops. We have an engineering team that's working with salespeople on solution design and budgets and proposals and so on."  "And it no longer makes sense to say ‘Well, we're going to compensate members of this team on a piece-rate based upon the assumption that we want them all to work as fast as possible.' We don't. We're trying to maximize throughput for the team as a whole." Find out more about Justin and get his book in the links below: LinkedIn: https://www.linkedin.com/in/justinroffmarsh/ Website: https://salesprocessengineering.net/ Company website: https://ballistix.com/ Amazon link: https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245 More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Season 2, Episode 12 of the Owner Occupied podcast with Peter Lohmann & special guest Brandon Scholten. In this episode we discuss: (00:00) - Intro (01:35) - Brandon's background and career (04:43) - Can you share why you chose to go the franchise route and it's advantages or disadvantages? (09:35) - What did you get out of learning from Justin Roff-Marshomeone looking to get into Property Management? (9:35) - What did you get out of learning from Justin Roff-Marsh (15:47) - Best approaches to replacing employees and hiring for Sales when running a small business (21:05) - What vendors are you getting a ton of value from right now? (24:41) - The Found Gen Ad read (26:21) - StoryBrand & building trust with your clients (34:32) - Brandon's marketing tactic built around listings in desired areas of management (37:08) - Brandon's previous life as a skateboarder (39:20) - Appfolio Top Floor Ad read (40:46) - How is your business structured? Learn more about Brandon Scholten & how to connect with him here: Brandon@keyrenterdenver.com KeyRenterDenver.com Learn more about Peter Lohmann & how to connect with him here: Follow Peter on Twitter Join Peter's Newsletter Visit Peter's Website RL Property Management Mentioned in this episode: The Goal by Eliyahu Goldratt The Machine by Justin Roff-Marsh Profitable Property Management Podcast episode with Justin Roff-Marsh 300 to 3,000 podcast on the 25k club Marketing Secrets Podcast with Russell Brunson Traffic Secrets Who Not How by Dan Sullivan Start with Why by Simon Sinek RentScale

Today's guest Justin Roff-Marsh is the author of The Machine: A Radical Approach to the Design of the Sales Function. He is also the founder and CEO of Ballistix, an international management consultancy specializing in Sales Process Engineering. Justin shares insights into how organizations can consistently make a tonne of money by simply re-engineering their sales processes and adopting a radical sales approach. What You'll Learn: - Why the top organizations focus on having fewer field salespeople - How to cultivate a team-based approach to sales  - Effective leadership using management by numbers - Why commission models are never effective in sales - Understanding the radical approach to sales - Process-oriented leadership and why it's so effective - How to improve the outcome of selling conversations - How to improve your team's overall productivity - Why leaders need to manage for consistency instead of output - The engineering approach to processing information If you've been in sales for the last 20 years, you'll have noticed that organizations have upped their ability to produce while struggling to boost their ability to sell. You'll also have noticed that buyers no longer like interacting with traditional salespeople. Justin believes that the sales manager of the future is one who's prepared to wrestle sales away from autonomous field-based salespeople in favor of a highly efficient team of specialists.  Resources: - Ballistix  https://ballistix.com/ - Justin Roff-Marsh: The Machine: A Radical Approach to the Design of the Sales Function https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245/ - The Sandler Summit 2023 https://www.hamish.sandler.com/orlando  - Sandler on Instagram https://www.instagram.com/sandlerinyyc/   - Sandler in Calgary - www.hamish.sandler.com/howtosandler - Full Funnel Freedom https://fullfunnelfreedom.com  - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

It's a no-brainer that a one size fits all approach is ineffective when it comes to sales compensation plans. A compensation plan must be custom designed based on a rep's role within the team, the sales cycle length, and the rep's level of seniority. At its core, a sales compensation plan is a structured system that helps determine how much a sales rep earns based on several pre-set metrics. So how can you design an effective framework that covers every single one of your reps?  What You'll Learn: - How to create an effective sales compensation plan - How to design effective and practical compensation systems - Measuring the effectiveness of a compensation plan - Methods and strategies used to motivate sales professionals - Negative effects of having an ineffective sales compensation framework - Misconceptions around compensation plans - Why you need accountability and clarity when designing a compensation plan Sales compensation plans are designed to drive performance and increase revenue. This is the primary reason why the top-performing reps are attracted to plans which reward high performance admirably. In contrast, if your plan rewards top and underperforming reps equally, you'll end up with a demotivated team, high turnover and increased associated costs. Resources: - Sandler in Calgary https://www.hamish.sandler.com/howtosandler - Justin Roff Marsh https://justinroffmarsh.com/   - Full Funnel Freedom https://fullfunnelfreedom.com  - Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/   - Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc

Jamie, Carney, Kevin Gaither and Pete Jansons chat with Justin Roff-Marsh author of The Machine and Founder of Ballistix Topics: Why should pay at-risk/piecemeal pay go away (pay a salesperson flat salary) 3 reasons why Customers leave Revenue Should always be the responsibility of Operations. Never Sales Sales reps personal vs commercial relationship with customers Private Equity/Venture Capital "The Goal" Theory of constraints https://justinroffmarsh.com/ Justins One Sheet https://justinroffmarsh.com/wp-content/uploads/2020/02/Justin-RoffMarsh_Vistage-Overview.pdf Have an idea for a topic or guest? pete@saasholes.net Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net

Dom has spent most of his life in sales. He was a good sales guy, a terrible sales manager, a better sales director. When he got to the point where he knew he was playing to his strengths, it was because he'd spent years dialling 300+ times per day, he'd accrued 10,000 hours in sales. Today, he often helps clients think about or fix their sales organisation, particularly technology led businesses where the founder doesn't come from sales, and needs help understanding what  their sales function might look like. From helping clients hire their first salesperson through to thinking about what the structure of sales looks like, to what their sales and marketing organisation might look like. And so in this special podcast episode, we've pulled together a podcast of three sales experts (all the links to their individual episodes are in the show notes). We've got Jamal Reimer, who only ever wanted to be the sales guy who does multi million dollar deals, never a sales manager; David Davies, a Sandler trainer; and Justin Roff Marsh, who believes that sales people should just sell, nothing else. We've taken the best sales advice from all three episodes and strung it together to highlight the nuggets that were really, really interesting, to challenge you when thinking about your sales organisation. These are three great conversations, turned into one.On today's podcast:The value of rapportSales is not about personal relationshipsAccount managers are order takersDon't make your best salespeople managers The low benchmark for salesThe value of saying noLinks:Rethinking The Sales Process with Justin Roff-MarshSandler Training and Making Channel Sales Work with David DaviesThe Secrets Of The Mega Deal with Jamal ReimerTwitter: @Justin Roff Marsh, @SandlerTV & @Jamal_ReimerLinkedIn: Justin Roff-Marsh, David Davis & Jamal Reimer

2020 Summit Special: The Rules for Aggressives Sales Growth with Justin Roff-MarshToday's Summit Special is Justin Roff-Marsh. On a wet and windy day in Wiltshire it is great to look at the video of Justin speaking at the Monkhouse & Company Summit September 2020. Justin helps people revolutionise their sales function. If the question you ask yourself is, "if I double the number of sellers, will I double my revenue?". And if you paused, or hesitated, or said no, then implementing Justin's The Machine would give you some clarity. It fixes not just sales; it might even fix many bits of your organisation. But it certainly impacts sales, marketing, and customer service—the whole customer journey. Justin looks at it from the perspective of lean manufacturing. There are a couple of controversial things: no commission, no individual targets. Those are pretty difficult for some people to accept in the first instance. They feel that salespeople are coin-operated. So, challenge your bias and beliefs in how sales works or should work, or seek a solution to the problem in your business and listen to this twenty minutes of Justin Roff-Marsh magic from the stage at the Summit.If in the end, you find yourself amazed and in need to find out more, you're in luck because Justin is running one of his workshops in the UK on 26th May at The Management Lab on the farm in Wiltshire. So if you like this twenty minutes, head over to our Prescription for Growth page to get your ticket. You better be quick because there's only a few left.Enjoy! Born in Cambridge, raised in Australia and resident in Los Angeles, Justin started his fantastic talk at the Summit, defining his accent as a "hybrid". Right after that, he jumps straight into what he calls the three-step programme. Justin and his team are usually introduced to an organisation by the CEO or private equity. "Our mandate is always the same, figure out how to grow this organisation". Then, three ideas are brought to the table. "You could think of these ideas as a three-step programme"The three-step programmeWith a mandate to rapidly grow an organisation, the first thing that Justin and his team do is work to restructure the organisation so that salespeople perform only one activity, which they call selling conversations. "And by only, I mean they do absolutely nothing else", says Justin. That means that if you work for this organisation and you come in with a card that has the word 'Sales' on it, you only have one decision to make: "will I work in this particular instance or not?". If you choose to work, there's no further thinking required. "There's only one activity that you're responsible for, and that is selling conversations". And that will go on, selling conversation after selling conversation on repeat until you go home. Achieving that requires a restructuring of the organisation. So, that's the first idea. If you want to grow your organisation aggressively, Justin's first piece of advice is to "restructure those organisations so that salespeople do nothing other than selling conversations". The second idea is that after restructuring your company, the next thing you want to do is carefully examine the activities performed in the field. "You want to look at each activity and ask yourself one question: does this activity absolutely have to be performed in the field, face to face with customers". If you are honest, you'll conclude that not every activity currently being performed face to face with customers actually needs to be. In fact, virtually none do. Justin reckons that when you identify those activities that don't need to be performed face to face, "the obvious thing you can do is take those activities out of the field and move them inside to a central location". And by that, he means an office in the UK if your market is Europe, not 27 offices spread across Europe. So that's the second piece of advice.The third one is straightforward. Remove your salespeople's autonomy and remove their commissions. At these words came out, you could see the shock on the audience faces. To which Justin admits, "I didn't say salespeople were going to like it. I said it was simple". By doing that, he's not suggesting that you take away their autonomy and invariable pay because salespeople are going to like it or because you're likely to see an increase in performance - "even though you will". He suggests that, in reality, taking away their autonomy and piece-rate pay is a prerequisite for the first two steps. As Justin simply put it: "you cannot restructure your organisation - so that salespeople spend 100% of their time selling - and you cannot move 90% of activities that are currently performed face to face with customers inside." The important reason is that "it's those first two steps that are what's really going to move the needle.""So if you really want to give your organisation a kick in the pants and grow it aggressively", those are the steps you have to take. Assuming that your business has good fundamentals. You have to take away commissions so that you have a "mandate that allows you to implement those first two steps consistently, unflinchingly and exhaustively in your organisations." Selling ConversationsTo achieve aggressive growth following Justin's three-step programme, you need to be clear on what 'selling conversations' mean. We all know what the word 'conversation' means, but what about that other one, 'selling'?If you asked your Director of Sales to define the word selling, "they will have you believe that the word 'selling' refers to all the activities that a salesperson typically performs, which has a degree of circularity that should disqualify for many intelligent explorations into the subject." So then, Justin takes a different approach to the same question: "but what's the one activity that a salesperson performs that genuinely and inarguably generates value?" And what do we mean by closing? - Justin asked the audience - do we mean actually signing the paperwork? PersuasionDrawing from the question what does closing actually means, the author of The Machine, demystify the idea of salespeople sitting with the customer wrestling. He goes back to his past in sales when they used to say, you move the pen, I'll hold the paper. "That doesn't actually happen, and in most of the cases, contracts come in by email or via DocuSign, right?". So when we talk about closing, what we really are talking about is convincing persuasion. Justin then defines a selling conversation as a "conversation where a salesperson is persuading". Now, if you've had a customer coming back for his seventh transaction, the amount of persuasion required will depend on your operational performance. "If you screwed up the last six transactions, a whole bunch of persuasion. But if you've done a good job, none." Justin attributes this to "the magical thing called nurture". It's costly for organisations to move their business around the place. You've got all sorts of switching costs, including the risk. If you sell expensive things, the risk can be the highest switching cost. So if you transacted with an organisation more than zero times and sell a product of substance, and you've done a good job at keeping your promise, then there will be no persuasion required. According to Justin, there's only one type of interaction where persuasion is required: "the first. The role of your salespeople should be to convince folks to transact with you for the first time. Because once they transact with you for the first time, they get to experience your operational efficiencies. And on account of switching costs, after they've experienced those operational efficiencies for the first time they're hooked and no further persuasion is required."This will result in what we should call "a relationship". But we don't. We degraded that word, and we use it to refer to the personal relationship between the salesperson and the prospect. But the personal relationship should be overpowered by the commercial relationship. Justin's recommendation is that salespeople should use their superpower exclusively to convince those that have never transacted with you before to do it for the first time. The end result of moving sales activities inside, says Justin, is we get to build what he calls "inside sales team". We don't want telemarketers. We want to take professional salespeople with whom your customers would like to transact with. We want them inside in an environment where they can comfortably have 15 selling conversations a day – many more than what salespeople is currently having." 

Justin Roff-Marsh is an author of The Machine: A Radical Approach to the Design of the Sales Function, a book with ideas that blow Jeremey’s mind. In this provocative episode, hear why Justin believes that SDRs should be fired or have their roles reconfigured, why first meetings shouldn’t be called discovery meetings, and why paying commissions in a complex sales environment is “too silly for words.” Visit SalesLoft.com for show notes and insights from this episode.

Jamie, Carney, Jason Ferrara, and Pete Jansons chat with Sales Process Engineer Wizzard Justin Roff-Marsh author of The Machine and Founder of Ballistix Quotes: 2 reactions from CEO's being introduced to SPE (Sales Process Engineering) 1) "Fuck me this is painful, this is giving me a headache get me out of here 2) "Fuck Yea get the troops together I've had an insight that can give us a competitive advantage" "You don't need SDR's" "If you're Selling something Large/Significant enough you shouldn't have BDR/SDR. If your selling something small enough that there s argument to have BDR/SDR and no argument for salespeople then you should shut the whole thing down and give the money back to your customers in the form of everyday lower prices" "You need your best salespeople to have the initial conversation" "You want to improve the efficiency of your best salespeople "Don't take away the initial conversation from your best reps take away all the additional crap they shouldn't be doing" "CRM should only be used for the purpose of new business" Topics: Why is it that Senior Leadership is afraid to bring in a consultant? 3 reasons why Customers leave CRM Pay Salespeople a salary. No more pay at risk Have an idea for a topic, or guest? Pete@saasholes.net

Justin Roff-Marsh is the author of "The Machine: A Radical Approach to the Design of the Sales Function", and the Founder of Ballistix, a sales process engineering consultancy. I really enjoy having Justin on the show because he challenges so much of the conventional sales orthodoxy. And he does it in a very logical fashion. On this episode we talk about why sellers should shift their focus from conversion rate to opportunity flow. Plus, we get into the 3 main factors Justin sees suppressing opportunity in sales teams. Learn more about your ad choices. Visit megaphone.fm/adchoices

“If your business isn't growing without sales, it may not be a sales problem, it may be a design problem with your product or a problem with your delivery.”Are you struggling to make sales? In today's episode, we're chatting with Justin Roff-Marsh, sales contrarian, CEO and founder of Ballistix, an LA-based international management consultancy specialising in Sales Process Engineering. Justin will be in the UK, speaking with us, on 27th January, and to whet your appetite and to get you excited he's coming over, he's back on the podcast. In this episode, he's talking about lifetime value and customer acquisition cost, LTV to CAC; about how you re-engineer that into the number of salespeople you need, and how you then measure the success of that sales team so that you can make sure that it works, and then scale the hell out of it. Justin also shares his thoughts on managers versus supervisors and the importance of supervisors, and the mindset that CEOs and businesses might have around incrementalism versus aggressive business growth. Finally, Justin expands on his view that companies shouldn't use revenue as a performance indicator. This is a fascinating conversation, there's so much great content, we hope you enjoy it as much as we did. To find out more, download and listen to this latest episode of #themeltingpot, or come and see Justin, in person, on the 27th January - more information to follow.On today's podcast:How to estimate lifetime valueMeasuring the success of a sales teamManagers versus supervisorsIncrementalism versus aggressive growthRevenue isn't a performance indicatorWhat to look for in a salespersonLinks:The Machine - Justin Roff-MarshIt's Time To Build - Marc Andreessen

I know what you are thinking, I am crazy to have all these processes. Well, I think you are insane not to have all these processes. A process allows a standard of quality no matter who is performing the task.  In episode 131, I spoke with Alicia Butler Pierre, all about processes. One of the components of the Entrepreneurial Operating System (EOS) is processes. EOS refers to it as “the way.” And companies following EOS don’t have an issue creating processes until it comes to the sales department.  Most sales departments have as many different ways to ‘make sales’ as they do salespeople. This method or lack of practice is inefficient and outdated. In episode 39, I spoke with Justin Roff-Marsh about this very topic. Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes.  In today’s episode, we are going to talk with Adam Shapiro of The Sales Reform School. Adam can help you find the right processes to achieve the highest results in the sales department. He is also an EOS speaker. We will learn about how we can take all of the items we learned in EOS into the sales department and make that department more efficient, more profitable, and more fun.  Key Points     9:33 – Adam's background  13:10 – EOS and sales  19:50 – Vision/Traction Organizer and sales  22:48 – Landing on your ‘Three Uniques’  24:35 – Proven process and sales  27:04 – Selling virtually   32:20 – Core values and sales  39:03 – Advice for sales managers   Quotes  “Proven process description is a great tool for salespeople to show confidence”  “If you rush someone into a sale, you are going to regret it and they are going to regret it”  “The right time to close is when the evaluation process is complete”  Links Mentioned On This Episode  Seven Habits of Highly Effective People  Traction  The Challenger Sale  The Machine  Proactive Webinar Series  Adam’s Website  Adam’s LinkedIn Profile 

Justin Roff-Marsh is the author of, "The Machine: A Radical Approach to the Design of the Sales Function," and Founder of Ballistix, a Los Angeles-based sales consultancy. In this episode, Justin and I challenge sales orthodoxy on a wide range of topics. Tune in to see why I love having Justin on the show to confront the conservative, hidebound thinking that dominates in sales.  Learn more about your ad choices. Visit megaphone.fm/adchoices

For the second episode of The Talent, Sales & Scale Podcast, host Bryan Whittington is joined by Justin Roff-Marsh, Author of "The Machine" and founder of Ballistix. Get ready - because some MAJOR "sales leadership commandments" are challenged on this episode. Beware! Here are some key takeaways from this value-packed episode with Justin: -Salespeople must unify as a team and always provide value. -Counting the number of sales convos is having and then multiplying that number by 5 is a recipe for growth -"Question the axioms" that most sales teams are built on. Then build your own. THINK! Ballistix website: https://ballistix.com/ Justin's book: https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245 Justi's book recommendation, "The Goal" by Eliyahu M. Goldratt: https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951 You can connect with Justin on LinkedIn here (after reading his book recommendations

“The Pirate’s Guide to Sales- Getting from Why to Buy” by Tyler Menke is about strategic planning and analyses of sales processes to determine why customers buy our products and pursue targeted prospects to maximize efficiency in sales processes. The post Bizcast: Bits about books – In Conversation with Justin Roff-Marsh, author, The Machine appeared first on Business Podcast Network.

Podcast interview will get insight by sales force radical Justin Roff Marsh, who is a Sales Management radical. Roff emphasizes suggests an alternative to the traditional sales commission model which is based on the division of labor to enhance sales efficiency. 

If you're wondering why your sales team isn't converting, maybe it isn't time to double the size of the team; maybe it's time to rethink your whole sales process. In fact, while you're at it, why don't you scale back the sales' team responsibilities, divide up their tasks, division of labour, so to speak, and have your sales executives responsible for just, sales… Controversial? Maybe, but this approach to sales is what today's guest, Justin Roff-Marsh advocates not just in his book, The Machine, but with his management consultancy company, Ballistix. “Typically we will either build a sales function entirely from scratch, or we will work with [a company] on the rebuild of their sales function. I say sales function loosely because actually most of the work that we do is building the functions or rebuilding the functions that are adjacent to sales, so as to make sales more productive.” Having dedicated the last 15 years of his 30 year career to developing a scientific approach to the design and management of sales processes, Justin is incredibly well placed to discuss why companies need to rethink their sales function if they hope to scale. Because Justin is on a mission to shatter the myths around what makes sales people great. On today's podcast: Why sales should learn from effective operations and production environments What Ballistix does Why companies' approach to sales is wrong Why the sales environment needs to feature division of labour The misplaced focus on marketing Why we shouldn't pay salespeople commission Why sales isn't all about personal relationships Links: The Machine - Justin Roff-Marsh

106 The One with the Agnostic Equipment Guy Episode 106: Show Notes Nation! I know your favorite thing in the water treatment industry is the equipment we use.  Well, maybe not...  But it is something that we must use to run our programs when we are not there.  Many of us are loyal to a particular brand and model of equipment.  There is nothing wrong with that as long as you know what your options are outside of your “comfort zone.”  I have found by working with other water treaters that many of us learn how one thing works, get comfortable with it and stop.  That is not ok.  We have to keep apprised of what equipment is out there to make our systems better.  Our guest today is Blaine Nagao of H2Tronics.  Blaine is a longtime friend and colleague of mine.  We met through the Association of Water Technologies.  Specifically, when he would do the equipment training portion at technical training.  I still remember things I learned from him in the class.  Blaine agreed to come on the show and talk with us about a few things we should consider when it comes to equipment.  Please get ready to enjoy my interview with Blaine Nagao.  Key Points From This Episode:  AWT Annual Convention & Expo [0:00:30]  Industrial Water Week [0:01:53]  Audible (Reading Tool) [0:03:31]  Water Treatment Equipment [0:04:38]  Equipment Baselines [0:10:02]  Additional Functions Of Controllers [0:13:05]  New Technology For Pumps [0:15:44]  3 Ways To Verify Pumps [0:18:03]  Familiarizing The Equipment [0:18:32]  Installations [0:19:41]  How To Improve Installations? [0:20:54]  Choosing A Brand You Want To Use [0:28:44]  Time Saving Tips [0:32:06]  What H2TrOnics Does? [0:44:18]  And a lot more!  Tweetables: “Do as much as you can ahead of time!” @BlaineNagao @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “Treat every installation like it’s a reflection of yourself and your company.” @BlaineNagao @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “Learn about the equipment that is running your programs.”  @traceblackmore   @BlaineNagao scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  What are 5-10 things that you need to know how to troubleshoot for your equipment? @traceblackmore @BlaineNagao  #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  “When you elevate your water treatment program, you are showing customers that you are staying on top of all of their water treatment needs. You’re also making ways to save them energy and water!” @traceblackmore @BlaineNagao  #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #CoolingTowerSystems #WaterTreatmentEquiptments #ScalingUPto100  Links Mentioned on this episode: Blaine Nagao on LinkedIn H2trOnics, Inc. Horse tradin' by Ben K. Green  The Terminal List by Jack Carr  The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh  The Goal: A Process of Ongoing Improvement by Eliyahu M. Goldratt 

Many of us have a love-hate relationship with LinkedIn; we’ve all got profiles, and we get connection requests, sure—but do we really know what we’re doing with it? With a decade of experience, todays’s guest, John Bellamy is here to show how to profit from LinkedIn and turn it into a money making machine. Background A fellow Aussie, John Bellamy is from the Gold Coast, and while recording this episode he confirmed he was actively wearing board shorts. Apart from that, his career trajectory started around 1999, when he was working for direct mail communications company SellMap, in the “junk mail” (i.e. unaddressed advertising mailers) division. While there, he learned marketing techniques from a variety of different angles, but as he moved up through the ranks, it became clearer and clearer to him that this wasn’t his permanent career. “I always knew that I wanted to go and work for myself,” he tells Troy. “I always knew that the corporate world and doing the whole 9-5 thing wasn't going to be a fit. I wanted to work on a laptop, mobile phone, I'm done.” The Rolodex of the Future When John first started getting LinkedIn invites in his inbox, it took him awhile to pay any attention. But after receiving several dozen requests, they started to pile up, and he realized this could actually be something useful. Working in a corporate environment, he and his colleagues were surrounded by thousands and thousands of business cards, filed neatly away in rolodexes. When John finally signed onto LinkedIn, somewhere around 2008, he just started digitizing them. Before long, he realized he had something really cool on his hands, a bona fide digital networking tool he could leverage. He used it to keep up with colleagues after they changed jobs or he did, and he was able to smoothly use those relationships to build into sales conversations over time. He was able to use the technology to leverage existing connections and conversations and improve on them. “And then it was just natural progression that I sort of got known in that space,” he says. Word got around that he knew what he was doing with LinkedIn, and people began reaching out to ask him to have a coffee and show them how to do what he was doing. That’s where the lightbulb went on, and John started building his own business. The Business Model John runs a dispersed team of remote workers in the Philippines who, like himself, work from home on their laptops. He and his team offer coaching and consulting in two ways: a more DIY model where clients can follow an online course that includes a review call with his team, or a more service-centric model where clients can meet the team face-to-face or via regular video calls for more high-touch coaching. John is a big fan of providing his service as a packaged product as much as possible, and using templated personalization to bring the right level of service to his clients. Spamming versus Selling What’s the best way to leverage LinkedIn for sales without being a spammer? John says that, first of all, spam is in the eye of the beholder. “I can't decide what they believe is spam or not until I put it in front of them,” he says. He also stresses that as long as you genuinely believe in what you’re offering, you have something of real value to provide to others on the platform. You have a solution to a particular problem or challenge, and the network is a tool to find people who need that solution. That means lead qualification is key. You shouldn’t get pushy with people who clearly aren’t the clients you’re looking for; you should use the tools available to you to find people who are, and concentrate your energy on them. Pipeline Priorities John says a sales pipeline needs to be filled with the right kind of leads—qualified, interested leads—rather than just being full. You need to leverage the tools available to you to make sure you’re sourcing good leads, and then invest the time in qualifying them properly. He recommends using pipeline tools like InfusionSoft, Proposify and Sales Navigator to help with this, but the key is developing an organized sales process and sticking with it consistently. You need to decide how often to touch each lead after qualification, and how much time you should wait between touches. Scaling through Systemization A lot of common sales tips rely on direct, personal relationships with leads. So if you’re leveraging LinkedIn to speed up and systematize those relationships, how can you keep that personal touch when you’re operating at scale? Working in a team, with separate qualifiers and closers, John says this can be tough—but the key is to ask more psychographical questions at the qualifying stage, and to really listen and record the client’s answers so they can be passed on. Crafting good questions is essential to the process, and if you know your client niche well enough you’ll be able to develop a consistent set of questions that works for them. John and his team rely on a system of 85-90% packaged, “product-ised” service, with 10-15% customization for each client, and John says that’s the perfect ratio to maintain the right level of personalisation at scale. Overcoming Fear John has some tips for the reluctant, introverted or otherwise scared seller: Consider the positives of your “negative” outcomes! As long as you’ve followed your system, you know you did everything you could That means the ultimate decision to buy or not was out of your hands, and that’s okay! You can’t expect to make every sale, nor should you! Be authentic online—it’s the easiest way to keep your branding consistent, and seeming more genuine will help you connect and make sales. If you believe in the service you’re selling, you can feel responsible for reaching the right people and letting them know you’re available to help. John’s Tips for a Better LinkedIn Make sure your eyes and shoulders are facing forward in your picture. Use a headline that describes what you actually do, not just your job title. In your background description, tell a story about what problems you solve. Include who you are, solutions you provide, and some social proof or testimonials. Don’t just copy the “About” section from your website! Add value! Make sure you have a page for your business as well as for yourself. Resources: John’s LinkedIn DirectMSGing on LinkedIn John’s website Ballistix InfusionSoft Sales Navigator "The Machine: A radical approach to the design of the sales function" by Justin Roff-Marsh

The Radical New Approach To Sales That Will Revolutionize and Scale Your Business With Justin Roff-Marsh. Episode 39: Show Notes. Today on the show we welcome Justin Roff-Marsh, Founder of Ballistix and author of The Machine: A Radical Approach to the Design of the Sales Function. When was the last time you thought about sales? About how it is managed and who does what job? And whether the method you’re using is really the best method? As water treater’s, our job is to go out there and sell what it is that we do. But if you really look at the way we do sales and the systems in which we do sales, it hasn’t changed all that much since the dawn of time! Yet everything else has... Justin is someone who has re-designed the sales process by taking a whole new approach to the way in which companies sell. In his book, he delves deep into the world of sales functions; looking at how and why we’ve been approaching sales in the same way for so long and how you can break these models a part and improve them to benefit of your own sales practice today. In this episode, we chat to Justin about the key concepts in his book, about some of the things we take for granted in sales and what we can do better in this field. [0:03:40.0] Key Points From This Episode: The problem with the traditional sales model. [0:05:50.0] Why there is a more efficient way to operate sales. [0:07:50.0] Removing sales people from customer service and prospecting. [0:10:20.0] Find out what an ideal sales department looks like to Justin. [0:11:23.0] Hear Justin’s advice on how to sell to the right people. [0:13:00.0] Measuring customer service within this new sales philosophy. [0:19:54.0] The actions Justin would like people to take after reading his book. [0:24:45.0] Why your salespeople need to be either independent or part of a team. [0:28:10.0] Find out how Justin came up with the concept for his book. [0:31:31.0] How Justin discovered that salespeople don’t like money as much as he thought. [0:33:40.0] The outcome from companies who have implemented the new sales process. [0:35:25.0] Find out the last three books that Justin has read. [0:38:00.0] Leathermans, test-kits and copper: Questions from the listeners. [0:42:30.0] And much more!  Tweetables:  “The first thing that we should take away from sales people is customer service.” — @justinroffmarsh [0:10:20.0]  “The approach that we are advocating is absolutely chalk and cheese compared to standard practice.” — @justinroffmarsh [0:19:15.0] Links Mentioned in Today’s Episode: The Machine: A Radical Approach to the Design of the Sales Function – http://scalinguph2o.com/salesbook Rational Optimist by Matt Ridley – http://scalinguph2o.com/39book1 The American Kingpin by Nick Bilton – http://scalinguph2o.com/39book3 Justin Roff-Marsh on Twitter – https://twitter.com/justinroffmarsh Justin Roff-Marsh Website – http://justinroffmarsh.com/ Justin Roff-Marsh on LinkedIn – https://www.linkedin.com/in/justinroffmarsh/ Ballistix – http://ballistix.com/ Test Kit Light: http://scalinguph2o.com/light  

Today I am talking with Justin Roff-Marsh, the author of, The Machine: A Radical Approach to the Design of the Sales Function.  And guys, it truly is pretty radical.   Justin is also the founder of Ballistix, a consulting firm that builds and re-engineers sales environments from the ground up.   He's been doing this for 15 years plus and he's been building more efficient sales functions to help companies, really just grow.  Dominate their market.  And the work that he's done is called, “Sales Process Engineering”.   In our chat today, we're going to go over what exactly Sales Process Engineering is and why it's so important for property management entrepreneurs. Justin walks us through what this looks like in practice, from the organizational structure to compensation. Justin tends to work with larger organizations, but what we are talking about could not be more relevant to the property management industry and I'm so excited that Justin has come on the show with us today.

Visit EOFire.com for complete show notes of every Podcast episode. Justin is the author of THE MACHINE: A Radical Approach to the Design of the Sales Function. He’s also the founder of Ballistix: a consultancy that builds sales functions for organizations in North America, Australia and the United Kingdom.

Justin Roff-Marsh | Engineering the Sales Function by Enterprise Sales Podcast

Justin and I discuss sales process engineering and why he believes it’s important to reduce a salesperson’s autonomy through a division of labor.

Justin is the author of THE MACHINE: A Radical Approach to the Design of the Sales Function. He’s also the founder of Ballistix: a consultancy that builds sales functions for organizations in North America, Australia and the United Kingdom.

Today, you will learn about an interesting concept about eradicating commission as part of the business model. Say what? Okay, hold your horses now. Our guest today has a pretty interesting perspective on eradicating commissions that you might want to tune into, plus more! Justin Roff-Marsh is the Founder and President of Ballistix, a sales […] The post TSE 321: Embrace The Machine! Radically Improve Your Salesforce With This New Model appeared first on The Sales Evangelist.

Segment 1: Tim Sanders is the former Yahoo! Chief Solutions officer and the author of four books including one of my favorites, “Love is the Killer App”. His new book is called “Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges”.Segment 2: Mindy MacKenzie is an accomplished corporate executive, a highly acclaimed speaker, and CEO advisor. Before starting her advisory practice, Mindy served as Chief Performance Officer of Beam, Inc. She is the author of “The Courage Solution: The Power of Truth Telling with Your Boss, Peers, and Team”.Segment 3: Dan Rust is the author of “Workplace Poker: Are You Playing the Game or Just Getting Played?”, and founder of Frontline Learning, an international publisher of corporate training resources. Segment 4: Sonny Chatrath is travel industry veteran with 24 years of experience in almost every aspect of travel, having worked in Airline Consolidation, Leisure, as well as Corporate Travel. He is also an actor and an amateur chef. Segment 5: Justin Roff-Marsh, the founder and President of Ballistix and author of the new book, The Machine: A Radical Approach to the Design of the Sales Function. Justin is considered by many as the thought leader in Sales Process Engineering, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world.Sponsored by Nextiva and Staples.

December 10, 2015 - Predictable Success Les McKeown & Sales Process Engineer Justin Roff-Marsh

Justin Roff-Marsh is the founder and president of Ballistix and the author of the new book, "The Machine: A Radical Approach to the Design of the Sales Function". Justin is a thought leader in sales management, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world. Over the past decade, Justin has presented Sales Process Engineering at events to tens of thousands of executives the world over. He has been guest speaker at scores of industry events, conferences and association meetings, and has facilitated workshops to hundreds of companies in a variety of industries throughout North America and Australia. Secret – timesaving technique Justin has an executive assistant plan every minute of his day – focus on what you’re good at, not planning. ONWARD! Daily habit that contributes to success Outer your competition – Justin reads a lot and listens to podcasts – usually at 1.5-2 times their normal speed. Could have ruined your business – but now – an invaluable learning experience Justin had to turn his back on what was making him money – and Justin tells the whole story here. Most critical skill you think business owners need to master to be successful “Manage technology and developers – be able to communicate clearly with your developers.” Most influential lesson learned from a mentor “You need to get the hell out of your office – if you spend all your time in the office, all you’re ever going to have is a small business.”   Final Round – “Breaking Down the Recipe for Success” What systems would you go back and put into place sooner? I would avoid ever billing clients on a time and materials basis – sell your services as if access to them were memberships. What one strategy or “recipe” would compound into big wins for business owners? Treat your team like a machine – focus employees on things that increase sales. How to exceed expectations and add the most value? An individual would focus on increasing sales numbers. What strategy would you recommend new business owners focus on to best ensure success? Know what you’re getting into – don’t romanticize or simplify business. Figure out what is right for you – owning a business may not be for you. How best to connect with Justin: "The Machine: A Radical Approach to the Design of the Sales Function" twitter.com/justinroffmarsh www.salesprocessengineering.net   You can also find us here: ------ OnwardNation.com ------