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Justin Roff-Marsh
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SPE Blueprint

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Applying Sales Process Engineering (54)
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Generating Opportunities (22)
Managing Opportunities (19)
Measures and General Management (52)
Slaying Sacred Cows (47)
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Latest Articles

Why a “full kit” is the key to an effective handoff. May 23, 2025
Why a commitment to following up every quote is probably costing you money (and handicapping your growth) May 23, 2025
Distributors claim that branch salespeople’s customer relationships are their key value driver. May 16, 2025
An Introduction to the Speed-Based Operating System February 11, 2025
Why a focus on cost makes organizations weaker, less profitable, and less competitive January 30, 2024
A breakthrough (?) approach to the management of dealers (and other reseller relationships) January 26, 2024
The secret life of revenue within industrial organizations (and why salespeople don’t generate it) September 7, 2023
The power of the Eight-Minute Briefing (and a video demonstration) June 4, 2023
In the two years it took to centralize sales and customer service, this Central American distributor of packaging machines grew sales at a compound rate of 18% June 2, 2022

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This blog belongs to Ballistix. We build (or re-engineer) the entire front-of-house for industrial organizations. We take a radical (but effective) approach to designing customer service, onboarding, design engineering, marketing, and sales. Our radical idea is that revenue should be the responsibility of Operations and that Sales should focus exclusively on pursuing new business. We shift industrial organizations from single- to double-digit growth.