Justin Roff-Marsh

Ballistix

  • Los Angeles CA

Sales and marketing guru with a fresh, new perspective on the sales process

Contact

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Biography

As a kid I was a science nut: still am today.

I wasn't a natural 'people person' but I worked (and studied) hard to become good at sales and then sales management.

As a co-founder of the Hudson Institute, I had to learn how to convert my salesmanship into direct marketing campaigns -- and then a high-throughput sales process.

When I started JRMA (a direct-marketing agency), I became painfully aware of the fact most organisations' sales constraint is not a shortage of leads (as is often assumed) but a total absence of process. Most sales 'processes' simply aren't!

By then I had developed a serious interest in process engineering (Deming first, then Theory of Constraints). It was only natural to extend our domain to include the entire sales process (rather than just the lead-generation bit).

When 'Sales Process Engineering' became well developed, we changed our name to Ballistix and the nature of the business from 'direct marketing' to 'management consulting'.

Specialties: My primary expertise is the 'sales process'.

Specifically, I've dedicated the last 15 years of my life to developing a scientific approach to the design and management of sales processes.

I also have a special interest in the Theory of Constraints and general business strategy.

Industry Expertise

Corporate Leadership
Corporate Training
Education/Learning
Writing and Editing
Advertising/Marketing

Areas of Expertise

The Sales Process
Leadership Development
Management Consulting
Outsourced Sales Operations
Process-Engineering Principles

Education

Viago

Jonah Program

Theory of Constraints: Thinking Processes

2006

Affiliations

  • B2B Sales and Marketing
  • Demand Driven MRP
  • TriumphCIO Group