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Sinopsis
A silent revolution in sales In The Machine , Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functionsand market-dominating enterprisesas a consequence. Roff-Marsh calls these executives his silent revolutionaries . This revolution has been brewing for a long time. For the last 20 years, organizations' ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations , where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales. The Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
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Acerca del autor
Justin Roff-Marsh is the founder of Ballistix and the developer of Sales Process Engineering. Ballistix builds highly efficient sales functions for organizations in North America, Australia, and the United Kingdom. Sales Process Engineering is a radical approach to the design and management of sales functions. Roff-Marsh propagates his (generally controversial) ideas via his popular blog (www.salesprocessengineering.net) and via a busy international speaking schedule.
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The Machine: A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group LLC, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
Antiguo o usado
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Librería: World of Books (was SecondSale), Montgomery, IL, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Hardback. Condición: Good. A silent revolution in sales In The Machine, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions and market-dominating enterprises as a consequence. Roff-Marsh calls these executives his silent revolutionaries. This revolution has been brewing for a long time. For the last 20 years, organizations ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.The Machine is a field guide for the executive who s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it. Nº de ref. del artículo: CIN1626342245G
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Imagen de archivo
The Machine: A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group LLC, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
Antiguo o usado
Tapa dura
Librería: World of Books (was SecondSale), Montgomery, IL, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Hardback. Condición: Very Good. A silent revolution in sales In The Machine, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions and market-dominating enterprises as a consequence. Roff-Marsh calls these executives his silent revolutionaries. This revolution has been brewing for a long time. For the last 20 years, organizations ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.The Machine is a field guide for the executive who s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it. Nº de ref. del artículo: 00098643798
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The Machine : A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: Better World Books: West, Reno, NV, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Condición: Good. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Nº de ref. del artículo: 17981459-75
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The Machine : A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: Better World Books, Mishawaka, IN, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Condición: Good. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Nº de ref. del artículo: 17981459-75
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The Machine : A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
Antiguo o usado
Tapa dura
Librería: Better World Books, Mishawaka, IN, Estados Unidos de America
Calificación del vendedor: 5 de 5 estrellas
Condición: Very Good. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Nº de ref. del artículo: 17555012-6
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The Machine : A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: Better World Books, Mishawaka, IN, Estados Unidos de America
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Condición: Good. Former library copy. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Nº de ref. del artículo: 45827927-6
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The Machine: A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group Llc, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: St Vincent de Paul of Lane County, Eugene, OR, Estados Unidos de America
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Condición: Very Good. Hardcover 100% of proceeds go to charity! May have signs of use, wear and minor cosmetic defects. Nº de ref. del artículo: S-04-5177
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The Machine: A Radical Approach to the Design of the Sales Functi
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ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: Hawking Books, Edgewood, TX, Estados Unidos de America
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The Machine: A Radical Approach to the Design of the Sales Function
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Greenleaf Book Group Press, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: ThriftBooks-Atlanta, AUSTELL, GA, Estados Unidos de America
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The Machine: A Radical Approach to the Design of the Sales Function
Publicado por
Greenleaf Book Group Press, 2015
ISBN 10: 1626342245
ISBN 13: 9781626342248
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Librería: ThriftBooks-Reno, Reno, NV, Estados Unidos de America
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Hardcover. Condición: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Nº de ref. del artículo: G1626342245I4N00
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