PDF ¸ BOOK The Machine


MOBI The Machine

PDF ¸ BOOK The Machine Ñ [KINDLE] ❅ The Machine: A Radical Approach to the Design of the Sales Function: 1 ❦ Justin Roff-Marsh – Dcmdirect.co.uk 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 saleIn The Machine Justin Roff Marsh shows readers A Radical ePUB #8608 how to follow the intrepid executives on three continents who have implemented his ideas over the last years building ridiculously efficient sales functions and market dominating enterprises as a conseuenceRoff Marsh calls these executives his silent revolutionariesThis revolution has been brewing for a long time For the last 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 The Machine ePUB #10003 salespeopleApplying 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 salesThe Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field based artisans in favor of a Machine A Radical PDF #205 tightly synchronized team of specialists Readers will embrace The Machine either to exploit the new sales order or to avoi This book is profoundly comprehensive in dealing with its subject matter covering every aspect from the details of a phone call to a customer for a specific purpose all the way up through the organisation to the strategic responsibilities of boardroom management The well reasoned advice and specific do's and don'ts makes it crystal clear that Mr Roff Marsh has practiced what he preaches over many years and with many and varied companies and honed his approach into a proven business transformation methodology I completely agree with another reviewer here that the book touches on much than just salesI 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 conseuences 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 beThe 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 themselvesMr 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 Conseuently everything is specific and actionableI'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 businessSo 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

The Machine A Radical Approach to the Design of the Sales Function 1In The Machine Justin Roff Marsh shows readers A Radical ePUB #8608 how to follow the intrepid executives on three continents who have implemented his ideas over the last years building ridiculously efficient sales functions and market dominating enterprises as a conseuenceRoff Marsh calls these executives his silent revolutionariesThis revolution has been brewing for a long time For the last 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 The Machine ePUB #10003 salespeopleApplying 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 salesThe Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field based artisans in favor of a Machine A Radical PDF #205 tightly synchronized team of specialists Readers will embrace The Machine either to exploit the new sales order or to avoi This book is profoundly comprehensive in dealing with its subject matter covering every aspect from the details of a phone call to a customer for a specific purpose all the way up through the organisation to the strategic responsibilities of boardroom management The well reasoned advice and specific do's and don'ts makes it crystal clear that Mr Roff Marsh has practiced what he preaches over many years and with many and varied companies and honed his approach into a proven business transformation methodology I completely agree with another reviewer here that the book touches on much than just salesI 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 conseuences 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 beThe 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 themselvesMr 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 Conseuently everything is specific and actionableI'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 businessSo 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

MOBI ñ A Radical Approach to the Design of the Sales Function ↠ Justin Roff-Marsh

The Machine: A Radical Approach to the Design of the Sales Function: 1 ï The new sales order or to avoid falling victim to itIn The Machine Justin Roff Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last years building ridiculously efficient sales functions and market dominating enterprises as a conseuenceRoff Marsh calls these executives his silent revolutionariesThis revolution has been brewing for a long time For the last 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 salespeopleApplying 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 salesThe 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 Been struggling for years to crack smarter easier sales processYour crazy big CRM investment still not paying offAll that new 'social' stuff still not rewarding your effortsAnd the hiring & training 'groundhog day' loop is wearing you thinBuy this book Book a weekend to be un interrupted to read itTake notes Lots of notes Map out your version of your 'machine'Get your stakeholders together and make this workWhat Deeming did in the 50's with manufacturing uality needs to be done with revenue process in the new millenniumTried and tested Roff Marsh is the real deal not academic theory this is 'school of hard knocks' street smarts that worksYour biggest problem will be the change management Fear of the new Fear of change 'Not invented here' syndromeYou may find you have to change companies a couple of times to find the right home for these ideasBut you will not rest until you've made your machine polished and smooth Highly​ recommended MOBI ñ A Radical Approach to the Design of the Sales Function ↠ Justin Roff-Marsh

Justin Roff-Marsh ↠ BOOK

Justin Roff-Marsh ↠ BOOK D falling victim to itIn The Machine Justin Roff Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last years building ridiculously efficient sales functions and market dominating enterprises as a conseuenceRoff Marsh calls these executives his silent revolutionariesThis revolution has been brewing for a long time For the last years organizations' ability to produce has overtaken Machine A Radical Approach to MOBI #181 their ability to sell and for at least as long customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeopleApplying the division of labor Machine A Radical Approach to MOBI #181 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 salesThe 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 Justin Roff Marsh is a pioneer of trying to change not only the way B2B sales are done at most companies but also the way they are compensatedIn Justin Roff Marsh’s experience some of the best people at sales are technical people that won’t want a title that would associate them as being in sales of any type These types of people also do not want to work on commissionJustin found that many of the top salespeople at the companies that he researched andor consulted with had traits of aggressive border line obnoxious behavior The exact opposite of what most clients would want to interact withJustin Roff Marsh's insights are very refreshing to hear and his overall view of compensation of salespeople Even the role of a salesperson in a company should be radically changed and I couldn’t believe how it mirrored my own experience He gives examples of ways to run sales that avoid many of the traditional pitfalls of B2B salesA great book that is still relevant today in 2020 and beyond