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A Radical Approach to the Design of the Sales Function with Justin Roff-Marsh

June 22, 2016

Justin Roff-Marsh is the author of THE MACHINE: A Radical Approach to the Design of the Sales Function. He’s also the founder of Ballistix: a consultancy that builds sales functions for organizations in North America, Australia and the United Kingdom.

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Resources Mentioned

  • Your Big Idea: Successful Entrepreneurs have One Big Idea. Follow JLD’s FREE training & you’ll discover Your Big Idea in less than an hour!
  • Audible – Get a FREE Audiobook & 30 day trial if you’re not currently a member!
  • Google Sheets – Justin’s small business resource
  • The Goal – Justin’s top business book
  • Sales Process Engineering – Justin’s website
  • The Machine – Justin’s book

3 Key Points

  1. Take a gamble on the idea you’re passionate about
  2. Don’t try to pioneer too many things at once: manage the risks you’re taking
  3. Know when to give up and stop digging. Some dips are permanent.

Sponsors

  • Earth Class Mail: Move your snail mail to the cloud! Visit earthclassmail.com/fire and enter promo code FIRE to get your first month of service free!
  • ZipRecruiter – Are you ready to find your perfect hire? Right now you can post jobs on ZipRecruiter for free at ZipRecruiter.com/fire!

 Time Stamped Show Notes

(click the time stamp to jump directly to that point in the episode.)

  • [01:54] – Justin is a keen tennis player and health junkie
  • [03:48] – Justin generates revenue via a monthly subscription
  • [04:00] – Monthly fee for an ‘all you can eat’ subscription is $8,400
  • [04:57] – “By aggregating needs, we can deliver service at accessible prices”
  • [06:06] – Worst Entrepreneurial Moment: Putting the business into receivership and having to rebuild from scratch
  • [07:38] – “We ended up having to bet everything on the consulting model”
  • [08:26] – “We turned on a dime and were able to re-hire our entire creative team”
  • [09:50] – The best way to let people go? “Honesty”
  • [11:00] – Letting someone go can free them up to a job that’s perfect for them
  • [12:00] – “We should have been quicker to gamble on the business that we were passionate about”
  • [12:50] – Entrepreneurial AH-HA Moment: Realizing that consulting could be packaged like a SaaS product
  • [14:27] – There’s a dilemma: Wanting to persist with an idea, versus learning to quit
  • [15:27] – Don’t try to pioneer too many things at once
  • [17:00] – Biggest weakness?- “I get bored with business as usual”
  • [17:45] – Biggest strength?- “Figuring things out”
  • [18:57] – What has Jon most fired up today? “Moving sales inside… we’re changing the way people think about sales”
  • [22:20] – The Lightning Round
    • What was holding you back from becoming an entrepreneur? – “Not much”
    • What’s the best piece of advice you’ve ever received? – “Get the hell out of the office”
    • What’s a personal habit that contributes to your success? – “I read a lot – and I don’t read business books”
    • Share an internet resource, like Evernote, with Fire Nation – Google Sheets
    • If you could recommend one book to our listeners, what would it be and why? – The Goal
  • [25:38] – Connect with Justin on his website
  • [26:16] – Parting piece of guidance: “Don’t measure everything. Just pick the two most important things you need to know.”

Killer Resources!

1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!

2) Free Podcast Course: Learn from JLD how to create and launch your podcast!

3) Podcasters’ Paradise: The #1 podcasting community in the world!

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