Episode 101: You have to outlearn your competition, with Justin Roff-Marsh.
Justin Roff-Marsh is the founder and president of Ballistix and the author of the new book, "The Machine: A Radical Approach to the Design of the Sales Function". Justin is a thought leader in sales management, a radical new approach to the management of the sales function. He is also the editor of the popular Sales Process Engineering blog, read by thousands of people around the world. Over the past decade, Justin has presented Sales Process Engineering at events to tens of thousands of executives the world over. He has been guest speaker at scores of industry events, conferences and association meetings, and has facilitated workshops to hundreds of companies in a variety of industries throughout North America and Australia.
\nSecret \u2013 timesaving technique\nJustin has an executive assistant plan every minute of his day \u2013 focus on what you\u2019re good at, not planning. ONWARD!
\nDaily habit that contributes to success\nOuter your competition \u2013 Justin reads a lot and listens to podcasts \u2013 usually at 1.5-2 times their normal speed.
\nCould have ruined your business \u2013 but now \u2013 an invaluable learning experience\nJustin had to turn his back on what was making him money \u2013 and Justin tells the whole story here.
\nMost critical skill you think business owners need to master to be successful\n\u201cManage technology and developers \u2013 be able to communicate clearly with your developers.\u201d
\nMost influential lesson learned from a mentor\n\u201cYou need to get the hell out of your office \u2013 if you spend all your time in the office, all you\u2019re ever going to have is a small business.\u201d \xa0
\nFinal Round \u2013 \u201cBreaking Down the Recipe for Success\u201d\nWhat systems would you go back and put into place sooner?\nI would avoid ever billing clients on a time and materials basis \u2013 sell your services as if access to them were memberships.
\nWhat one strategy or \u201crecipe\u201d would compound into big wins for business owners?\nTreat your team like a machine \u2013 focus employees on things that increase sales.
\nHow to exceed expectations and add the most value?\nAn individual would focus on increasing sales numbers.
\nWhat strategy would you recommend new business owners focus on to best ensure success?\n- \n
- Know what you\u2019re getting into \u2013 don\u2019t romanticize or simplify business. \n
- Figure out what is right for you \u2013 owning a business may not be for you. \n
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- "The Machine: A Radical Approach to the Design of the Sales Function" \n
- twitter.com/justinroffmarsh \n
- www.salesprocessengineering.net
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