The Machine: A Radical Approach to the Design of the Sales Function - Hardcover

Roff-Marsh, Justin

Hardcover

ISBN 10: 1626342245 ISBN 13: 9781626342248

Verlag: Greenleaf Book Group LLC, 2015

Inhaltsangabe

A silent revolution in sales In The Machine , Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functionsand market-dominating enterprisesas a consequence. Roff-Marsh calls these executives his silent revolutionaries . This revolution has been brewing for a long time. For the last 20 years, organizations' ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations , where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales. The Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.

Über diesen Titel

Über die Autorin bzw. den Autor

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 (www.salesprocessengineering.net) and via a busy international speaking schedule.

Details zur Ausgabe

• Verlag: Greenleaf Book Group LLC
• Erscheinungsdatum: 2015
• Sprache: Englisch
• ISBN 10: 1626342245
• ISBN 13: 9781626342248
• Einband: Tapa dura
• Anzahl der Seiten: 240
• Kontakt zum Hersteller: Nicht verfügbar