The Machine Sampler

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

Hardcover & Kindle by Justin Roff-Marsh


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.


  • 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