Articoli correlati a The Machine: A Radical Approach to the Design of the...
Sinossi
A silent revolution in sales
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.
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.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
Informazioni sull'autore
Justin Roff-Marsh is the founder of Ballistix and the developer of Sales Process Engineering. Ballistix builds highly efficient sales functions for organizations in North America, Australia, and the United Kingdom. Sales Process Engineering is a radical approach to the design and management of sales functions. Roff-Marsh propagates his (generally controversial) ideas via his popular blog (www.salesprocessengineering.net) and via a busy international speaking schedule.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
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The Machine A Radical Approach
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Greenleaf Book Group Llc, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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The Machine: A Radical Approach to the Design of the Sales Function
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The Machine: A Radical Approach to the Design of the Sales Function
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The Machine: A Radical Approach to the Design of the Sales Function
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The Machine: A Radical Approach to the Design of the Sales Function
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Greenleaf Book Group LLC, 2015
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ISBN 13: 9781626342248
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Hardback. Condizione: Very Good. A silent revolution in sales 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. Codice articolo CIN1626342245VG
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Hardcover. Condizione: As New. No Jacket. Pages are clean and are not marred by notes or folds of any kind. ~ ThriftBooks: Read More, Spend Less. Codice articolo G1626342245I2N00
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The Machine: A Radical Approach to the Design of the Sales Function
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Hardcover. Condizione: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Codice articolo G1626342245I3N00
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The Machine: A Radical Approach to the Design of the Sales Function
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ISBN 13: 9781626342248
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Hardcover. Condizione: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Codice articolo G1626342245I3N00
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The Machine: A Radical Approach to the Design of the Sales Function
Editore:
Greenleaf Book Group Press, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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The Machine: A Radical Approach to the Design of the Sales Function
Editore:
Greenleaf Book Group Press, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Hardcover. Condizione: Good. No Jacket. Missing dust jacket; Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Codice articolo G1626342245I3N01
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