If you find this video interesting, then you’ll love Justin’s book, The Machine. Click here and you may qualify for a FREE copy: https://bit.ly/3xaD2Qv Cost accounting contains an inbuilt false assumption that operating expenses change in lock-step with transaction volume. Consequently, it enables us to generate wrong answers quickly and with impressive precision! #CostAccounting #FalseAssumptions #OperatingExpenses #BusinessFinance #AccountingErrors #TransactionVolume #PrecisionMissteps #FinancialInsights #CostAnalysis #AccountingTruths
Ballistix
商务咨询服务
Los Angeles，California 2,046 位关注者
We engineer highly-efficient sales environments for dramatic organizational growth.
关于我们
Imagine an environment where salespeople just sell (winning new accounts and selling new product lines to existing accounts). And an environment where all other activities are performed by a tightly synchronized, inside sales-support team. Well stop imagining! We do this for our clients each and every day. We call this new way of thinking Sales Process Engineering (SPE). It’s what underpins everything we do here and it is at the core of our Managed SPE service. We provide our Managed Sales Process Engineering service to organizations in the United States, Australia and the UK. In short, this service involves designing, building and supervising the entire sales support function, which includes promotions, sales, customer service and field-sales support. Our clients retain their personnel, but we provide change-management, process supervision, promotional collateral and technology on an outsourced basis. We also partner with senior management to assist with strategy and ongoing improvement. Our service is powered by our contrarian approach to the design of sales environments (Sales Process Engineering) and by the Theory of Constraints. More here: www.salesprocessengineering.net www.ballistix.com
- 网站
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https://www.ballistix.com
Ballistix的外部链接
- 所属行业
- 商务咨询服务
- 规模
- 11-50 人
- 总部
- Los Angeles，California
- 类型
- 私人持股
- 创立
- 1992
- 领域
- The design and management of the sales function、CRM and Technology、Promotions and campaigns、Recruitment, training and support、business growth、sales and marketing、sales process engineering和b2b transformation
地点
Ballistix员工
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Justin Roff-Marsh
Author: The Machine: A radical approach to the design of the sales function. Founder: Ballistix.
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Katrina Rowe
Ballistix Sales Process Engineering (SPE) Consultant
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Alissa Nabutulovo
Ballistix Graphic Designer
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Amanda Phillips
Accounting Technician at Altrius Consulting Pty Ltd
动态
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Our Documentary: Double-Digit Growth - Watch now: https://lnkd.in/gc3TeyfY If you’re aiming for double-digit growth but consistently end up settling for singles, this documentary explains why (and, what to do about it). Justin Roff-Marsh takes us on a journey, back to the 1950s to contrast the design of two organizations’ front-of-house. Prince Castle (where Ray Kroc sold milkshake machines) had a traditional sales model—where the salesperson was the organization’s customer interface. But, not so, at Xerox. Xerox’s revolutionary pay-per-print proposition introduced a new relationship between the customer, the Sales department and Operations. Justin argues that, today, most transactions closely resemble Xerox’s pay-per-print proposition—but most sales departments continue to emulate the Prince Castle sales model. This is what prevents mid-size, industrial organizations from generating double-digit growth. #Sales #IndustrialOrganizations #BusinessGrowth #TheMachine #SalesDepartment #OrganizationDesign #SalesModels #IndustrialRevolution #BusinessInsights #B2BMarketing #BusinessDocumentary #OrganizationalTransformation #SalesGrowth #BusinessStrategy #OperationalExcellence #CompetitiveAdvantage #BusinessTransformation
Double-Digit Growth (and why you're stuck on single digits)
https://www.youtube.com/
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Author: The Machine: A radical approach to the design of the sales function. Founder: Ballistix.
I just thought of a headline and opening paragraph for my assault on cost accounting. What do you think? (Maybe tag your accountant so he can tell me the error of my ways!) YOUR ACCOUNTANT CAN'T DO MATH. Question: what do you call a mathematician who doesn't know the difference between arithmetic and calculus? Answer: an accountant. CONTEXT In case you're wondering, management decisions require that you predict profit, which is the difference between two rates (the rate at which contribution margin is generated and the rate at which operating expenses are accrued). Most (not all) accountants promote cost accounting as the method for management decision-making. Cost accounting erroneously assumes a direct relationship between transaction volume and operating expense. Cost accounting is popular because it enables business people to arrive at incorrect answers quickly and with impressive precision! POST SCRIPT I'm only kidding. This isn't actually going to be the title of my paper!
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If you find this video interesting, then you’ll love Justin’s book, The Machine. Click here and you may qualify for a FREE copy: https://bit.ly/3xaD2Qv The idea that our organization is a network of internal vendors and customers is wrong-headed and dangerous. There’s only ONE customer. The one who pays all of our salaries! #CustomerFirst #OneTrueCustomer #CustomerCentricity #KnowYourCustomer #CustomerIsKing #FocusOnTheCustomer #ServingTheCustomer #CustomerDriven #CustomerMatters #CustomerPerspective
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Thank you John!
My Vistage Worldwide, Inc. CEO Group delved into a thought-provoking discussion this week on organizational sales structure led by Justin Roff-Marsh the author of The Machine. Valuable insights emerged during our meeting, offering actionable strategies for all members to align their organizations for sustained growth in 2025 and beyond. #VistageWorldwide #SalesStrategy #OrganizationalGrowth
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Traditional salespeople may claim to spend 100% of their time selling. In reality, it looks something like this. ?????? ???????????????????? ?????????????????? ???????????????? ???? ?????????????? ???????? ?????????????? ???????????????????????? ?? If you find this snippet interesting, you can watch the full video here: https://bit.ly/3XH1qDI. There, you can also download our free Project Environment Sales Kit. #SalesStrategy #ProjectManagement #ProjectLeads #SalesOptimization #GrowthStrategy #BusinessDevelopment #OrganizationalTransformation #SalesGrowth #BusinessTransformation #B2BSales #SalesStrategy #IndustrialSales #BusinessGrowth #SalesTransformation #OperationsManagement
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Author: The Machine: A radical approach to the design of the sales function. Founder: Ballistix.
Apologies to CROs, but the Chief Revenue Officer role should not exist. In most organizations, revenue should be the responsibility of Operations and Operations already has a C-level representative. The reason is that revenue is realized from the collection of annuities that we call accounts (or clients). Pretty much everything that needs to be done to realize the potential of those annuities is done within Operations. However, there IS a good case for a Chief Growth Officer. Growth comes from sales, innovation, product line and territorial expansion, and acquisitions—all things that are neglected in most organizations. If you want to grow faster, don't hire a CRO. Reassign revenue responsibility to Operations and then go looking for a Chief Growth Officer. Now this will require some rearchitecting of the organization, but it's worth it! (Please share with your CRO and your CEO. Let's see what they have to say.)
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If you find this video interesting, then you’ll love Justin’s book, The Machine. Click here and you may qualify for a FREE copy: https://bit.ly/3xaD2Qv Why you need innovation not adjectives! #BigIdeas #InnovationJourney #IdeaToProduct #LifecycleOfIdeas #EvolvingInnovation #ProductDevelopment #FromConceptToService #StrategicThinking #BusinessGrowth #InnovationMindset #ExecutiveInsights #BigIdeaLifecycle
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Here's Daniel onsite with our newest managed SPE partner, EMC, launching the team's first customer service WIP meeting. #SalesOptimization #GrowthStrategy #BusinessDevelopment #OrganizationalTransformation #SalesGrowth #BusinessTransformation #B2BSales #SalesStrategy #B2BOrganizations #WIP #ManagedSPE #CustomerService #WIPMeeting #Nsyteful
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When organizations migrate from the stakeholder-first to the project-first model, they get a 10X increase in the number of opportunities they can proactively pursue--and all at a higher quality than before! ?????? ???????????????????? ?????????????????? ???????????????? ???? ?????????????? ???????? ?????????????? ???????????????????????? ?? If you find this snippet interesting, you can watch the full video here: https://bit.ly/3XH1qDI. There, you can also download our free Project Environment Sales Kit. #SalesStrategy #ProjectManagement #ProjectLeads #SalesOptimization #GrowthStrategy #BusinessDevelopment #OrganizationalTransformation #SalesGrowth #BusinessTransformation #B2BSales #SalesStrategy #IndustrialSales #BusinessGrowth #SalesTransformation #OperationsManagement