Justin Roff-Marsh
Ballistix
Los Angeles, CA, UNITED STATES
Sales and marketing guru with a fresh, new perspective on the sales process
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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 (5)
Corporate Leadership
Corporate Training
Education/Learning
Writing and Editing
Advertising/Marketing
Areas of Expertise (5)
Management Consulting
Outsourced Sales Operations
Process-Engineering Principles
The Sales Process
Leadership Development
Education (1)
Viago: Jonah Program, Theory of Constraints: Thinking Processes 2006
Affiliations (3)
- B2B Sales and Marketing
- Demand Driven MRP
- TriumphCIO Group
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