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Expert

Justin Roff-Marsh Founder at Ballistix

Greater Los Angeles Area

My speciality is the design and build of sales environments -- particularly for complex sales. Work mostly with tech companies and B2B. Also expert in the Theory of Constraints. I'm the author of The Machine: a radical approach to the design of the sales function.

$5/min

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3

Calls

7

Reviews

Entrepreneurship

Sales Management

Business Strategy

Management Consulting

Problem Solving

Business Process

Sales Process

Process Improvement

Process Engineering

Theory of Constraints

Member since April 2013

Reviews 7
Answers 3

Entrepreneurship

Sales Management

Business Strategy

Management Consulting

Problem Solving

Business Process

Sales Process

Process Improvement

Process Engineering

Theory of Constraints

Clarity

Justin Roff-Marsh

Greater Los Angeles Area

My speciality is the design and build of sales environments -- particularly for complex sales. Work mostly with tech companies and B2B. Also expert in the Theory of Constraints. I'm the author of The Machine: a radical approach to the design of the sales function.

$5.00/min

3

3 Calls

7

7 Reviews

36 minutes
Avg. call

Entrepreneurship Sales Management Business Strategy Management Consulting Problem Solving Business Process Sales Process Process Improvement Process Engineering Theory of Constraints

Answers 3
Reviews 7

Answers

Justin Roff-Marsh answered

Startup Looking To Hire First Sales Employee - And completely lost. Any advice on compensation structure (benefits?), items that need to be in place?

If you don't have experience managing salespeople, don't -- under any circumstances -- hire someone into a non-existent role.

A better approach is for one of the three founders to take on the sales role, develop it, document it and benchmark it.

If you're concerned that the founders can't sell, don't be. Founders can always sell -- because they are founders. (If your founders can't sell your product, you have a product problem, not a sales problem.)

When you hire your first employee, pay them a salary (not commission) and have them work side-by-side with your founder-salesperson until they are able to equal or better your founder's numbers. At that point they are trained.

They should be held accountable to your founder's benchmarks until they better them (at which point the bar shifts). Salary should be determined by market value (not commission) and performance should not be optional.

You should monitor the number of meaningful interactions a day (in addition to sales, of course). You'll quickly get a feel for the optimal number (probably around 45 a day) and once you know, this volume of activity should be compulsory. Activity isn't everything, but without activity, you have nothing!

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Sales Process

Sales Management

Sales Operations

Justin Roff-Marsh answered

How do I sell email marketing software that I own?

My advice is to download the community edition of MAUTIC, the open-source (i.e. essentially free) marketing-automation application that competes with commercial applications like Marketo, Eloqua, Pardot, etc).

If you discover that your email software has some significant technological advance over Mautic, then continue your search for answers.

If it does not, abandon the idea and go back to focussing on your core business.

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Sales

Justin Roff-Marsh answered

What is the best marketing strategy for physiotherapist who just started a business beside digital marketing?

Your big problem is lack of time and headspace.

Consequently, you can't afford to prosecute multiple campaigns simultaneously. You need a SINGLE, simple, approach to client-acquisition that will top-up your client register whenever you find yourself under-utilized.

And this approach MUST consume less time than the billable time that it generates.

Initially, you should run a series of tests to arrive at this SINGULAR approach.

Avoid any advice that results in a list of activities that you must perform in the hopes on future, indirect, benefit.

If it were me, I would NEVER discount. However, I would give away initial visits. But only if these visits have a specific purpose.

For example, you might give away a 45 minute back-mobility session to get potential clients through your practice.

The other thing I'd test is running in-house workshops for small groups of participants.

For example, a 45 minute workshop where you teach a small group of participants the 10 exercises they need to banish back pain (or tennis elbow, or whatever) forever.

But, remember the goal. You need a SINGLE, simple, repeatable client-acquisition process.

Without this, your practice is not commercially viable. You'll never be a $10m business with a marketing department, unless you open a ton or practices. So, until you do, start with the search for this one simple formula.

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Marketing Strategy

Business Strategy

Early-stage Startups

Reviews

You may be tempted to find a cheaper alternative. Resist. For less than the cost of a dinner out I received a few very important ideas for my business that have already doubled my monthly revenue. Look no further. Book the call now.

Dave Chandler Source: Clarity

Justin is bringing the sales process out of the dark ages and into the 21st century. He stalwartly refuses to accept that companies must principally rely on finding, wooing, hiring, training, compensating and deploying talent to sell their wares. Rather, Justin prefers to help his clients engineer a machine that produces known reliable results. Talent is drawn to the light of success, where they focus exclusively in their area of strength, employing the time-proven concept of division of labor. Once the process is built, the strategies and tactics for exploiting it are fully developed.
Be ready. Don’t expect this to happen without everyone in the organization developing a taste for sacred cow steak. I recommend such a diet and Justin, wholeheartedly.

Henry Fitzhugh Camp Source: LinkedIn

Justin is an expert in Sales Process Reengineering. Utilising TOC (Theory of Constraint) principles Justin helps organisations design, resource and streamline their sales process - resulting in a scalable and profitable sales environment. Justin has a breadth and depth of both strategic and tactical knowledge directly related to sales processes and business in general that is virtually unparalleled. Working together with your business Justin can help implement solutions that shift constraints, increase throughput and ultimately create a more profitable business.

Ben Stokes Source: LinkedIn

Justin is hyper-intelligent and driven to enable his clients to succeed... beyond their expectations. Justin is an expert in economic theory, project management, direct marketing, theory of contstraints... He is a "top 1%-er".

private private Source: LinkedIn

Justin is one of the best brains on Sales Process on the planet. His methods are entirely logical and relatively simple to implement and manage. If you want to profit from the relationships you hold in your business, Justin can help.

Geoff Stroud Source: LinkedIn

The folks at Ballistix offer "sales process engineering." I worked with Justin through Dr Lisa Lang at Goldratt Consulting Group last year. Their efforts were applied to several Viable Vision Offer events last year.

At the turn of the new year, I began to investigate fixing the sales process of a potential client, and have studied materials from Ballistix in order to create the perfect proposal. "Landmark" is the only word to describe the breakthrough in the sales process. Ballistix is head and shoulders above anything that has crossed my desk.

Jeff SKI Kinsey Source: LinkedIn

I confess that I have never met Justin face-to-face. I further confess that I have only known Justin a short period of time (as of this writing).

However, I am reading his book REENGINEERING THE SALES PROCESS and I have followed his comments in some TOC (Theory of Constraints) forums with keen interest. Through his writings and a couple of email communications I have already come to highly regard Mr. Roff-Marsh's mental acuity, clarity of thought, and concise, to-the-point speaking on a variety of business issues. He is truly an uncompromising TOC advocate and specialist.

I have no problem offering my heartiest recommendations for his work.

Richard Cushing Source: LinkedIn

Member since April 2013