Everything Wrong With the B2B Sales Model, and How to Fix It

Here at Industrial Distribution, we publish plenty of sales-oriented content for our readership that consists largely of executives, managers and sales professionals at distribution firms. The vast majority of that content offers best practices for sales management and tips for selling more efficiently and confidently and managing sales teams. It’s all great and well-written content, but predominantly focuses on one or two issues at a time.

Something we haven’t done lately is to take a holistic view of the sales process and determine what can and should be changed. But that’s exactly what Justin Roff-Marsh and his team at Ballistix does. Roff-Marsh is the founder and president of Ballistix, which provides sales process engineering — a service that involves the design, build-out and supervision of the entire sales support function in a way that encourages dramatic organizational growth.

There’s a good chance you’ve seen Roff-Marsh’s best-selling book, titled, The Machine: A Radical Approach to the Design of the Sales Function,” previously on the ID website, e-newsletter or maybe you’ve even read at least part of it. Well today, we’re taking a deep dive on this topic with Justin himself.