Industrial Sales Strategy: How to Achieve Double-Digit Growth

Описание: 𝗪𝗵𝘆 𝗱𝗼 𝗺𝗼𝘀𝘁 𝗶𝗻𝗱𝘂𝘀𝘁𝗿𝗶𝗮𝗹 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻𝘀 𝗴𝗲𝘁 𝘀𝘁𝘂𝗰𝗸 𝗶𝗻 𝘁𝗵𝗲 𝘀𝗶𝗻𝗴𝗹𝗲 𝗱𝗶𝗴𝗶𝘁𝘀? 𝗝𝘂𝘀𝘁𝗶𝗻 𝗥𝗼𝗳𝗳-𝗠𝗮𝗿𝘀𝗵 𝗯𝗿𝗲𝗮𝗸𝘀 𝗱𝗼𝘄𝗻 𝘁𝗵𝗲 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗮𝗹 𝗯𝗼𝘁𝘁𝗹𝗲𝗻𝗲𝗰𝗸𝘀 𝗽𝗿𝗲𝘃𝗲𝗻𝘁𝗶𝗻𝗴 𝗺𝗮𝗻𝘂𝗳𝗮𝗰𝘁𝘂𝗿𝗶𝗻𝗴 𝗮𝗻𝗱 𝗕𝟮𝗕 𝗳𝗶𝗿𝗺𝘀 𝗳𝗿𝗼𝗺 𝗮𝗰𝗵𝗶𝗲𝘃𝗶𝗻𝗴 𝗽𝗿𝗲𝗱𝗶𝗰𝘁𝗮𝗯𝗹𝗲, 𝗱𝗼𝘂𝗯𝗹𝗲-𝗱𝗶𝗴𝗶𝘁 𝗴𝗿𝗼𝘄𝘁𝗵.

Download the first 4 chapters of "The Machine" for free: https://ballistix.com/#free-downloads

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).

It outlines why industrial organizations struggle to grow and how to fix your "front-of-house." Includes 4 "truths" about revenue and sales autonomy.

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.

BUY JUSTIN'S BOOK (THE MACHINE) ON AMAZON
https://amzn.to/45QB2sF

CHAPTERS

0:00 Why do Industrial Businesses Struggle to Achieve Double-Digit Growth
1:26 1954: Ray Croc and The Role of the Salesperson
2:42 1959: The birth of the Modern Industrial Sales Environment
4:49 The Implications for Modern Businesses
7:39 What Could Go Wrong
9:02 TRUTH #1: Salespeople Do Not Generate Revenue
9:37 TRUTH #2 Operations—Not Sales–Does Generate Revenue
10:37 TRUTH #3: Customer Relationships (or Accounts) are Annuities
11:23 TRUTH #4: The Value of an Account is Inversely Proportional to its Cumulative Spend
12:29 Adrift From Reality and our Litany of Bad Decisions
13:31 The Design Flaw and How to Fix it
15:43 The Magic of Loose Coupling (and Why Sales is like a Cyclist)
17:35 Operations Change #1: Customer Service
18:44 Operations Change #2: Onboarding
19:15 Operations Change #3: Engineering
20:44 Operations Change #4: Account Management
21:35 From Single- to Double-Digit Growth
22:12 Move Your Core Sales Team Inside
23:55 More Growth Requires a New Definition of a Sales Opportunity
25:40 Look What You’ve Done!
26:16 Two Loose Ends: # 1 Cold Calling
27:45 Two Loose Ends: #2 Legacy Salespeople
29:19 Double-Digit Growth