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The Machine Sampler
The Machine: A Radical Approach to the Design of the Sales Function
Hardcover & Kindle by Justin Roff-Marsh
WHAT OUR READERS SAY
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. The Machine is a must read for any business leader wanting to achieve predictable results from their sales function."
Marc Allman, COO of AMS Controls
"We doubled our top-line revenue in the year following our implementation of The Machine and are applying these same concepts to an international company we just acquired and seeing the same sort of gains in effectiveness. Justin's book is providing us with an even deeper understanding of the principles that changed our company and continue to drive our sales."
Aubrey Meador, President of ARCA
"There's no reason for the sales department to be the least predictable and most chaotic part of a company. The Machine brings order by removing non-sales work from salespeople and replacing it with centralized scheduling, standardized workflows, specialized resources and formalized management. The Machine offers a proven system for growing sales in an organized, consistent way."
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. We fall in the latter camp and have found Justin's approach to be a true asset for growing sales in today's complex selling environment!"
Mike Schleyhahn, President of Swagelok San Diego
"The Machine will challenge everything you know about the sales process! It makes a lot of sense, passes all the logical tests, and in the end, might just keep you awake at night. We worked hard to implement a number of these concepts in our organization and I can attest that the ideas are valid and the payoffs are real."
Jeff Stuart, President of Hydra-Power Systems Inc.
"Justin's approach to addressing the tired structure of traditional sales environments is nothing short of revolutionary. The Machine shows management how to drive growth with a tightly synchronized machine, as an alternative to herding individual salespeople. There's no question that this book will be a great investment for any executive that runs a sales team."
Paul O'Dwyer, Author and Business growth coach
Get the Machine Sampler
Printed copies only available in USA, Canada, UK, Australia and New Zealand. You can buy the full version from Amazon here.
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What's inside the book?
Request the Sampler and we will give you the first 4 chapters of The Machine plus a heap of bonus content.
Introduction
- The Titanic is sinking
- Quiet revolutionaries
- Are things really that bad?
- A new assumption
Chapter 1: After the revolution
- Four appointments a day, five days a week
- Management by numbers
- Arresting the decline
- Theory into practice
Chapter 2: Four key principles (and how to win a boat race)
- Why do we persist?
- How did we get here?
- Directions of the solution br Putting division of labor to work: four key principles
Chapter 3: Re-envisioning the sales function
- Principle 1: Centralize scheduling
- Principle 2: Standardized workflows
- Principle 3: Specialize resources
- Principle 4: Formalize management
Chapter 4: The death of field sales
- The modern field salesperson is a misnomer
- Why customers postpone interaction with salespeople
- The inside-out approach to sales
- The economics of inside sales