The Machine: A Radical Approach to the Design of the Sales Function
By Justin Roff-Marsh
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 functions--and market-dominating enterprises--as 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.More
Building a Story Brand: Clarify Your Message So Customers Will Listen
Donald Miller’s Story Brand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas or services.
Building a Story Brand does this by teaching readers the seven universal story points that all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures and social media. Whether you are the marketing director of a multi-billion-dollar company, the owner of a small business, a politician running for office or the lead singer of a rock band, Building a Story Brand will forever transform the way you talk about who you are, what you do and the unique value you bring to your customers.More
Unleash Possible: A Marketing Playbook That Drives B2B Sales
Unleash Possible is a how-to guide for high-growth marketing in complex selling environments. Author Samantha Stone, the revenue catalyst, doesn’t just tell you what to do, she shows you how to do it, and how to partner with sales to get the right results.More