Justin was interviewed by Anna Wells, Executive Editor, Industrial Distribution, on his thoughts on what’s needed for Industrial Distribution companies to maintain sales and growth throughout 2024 and beyond. Justin’s contribution to the discussion starts at the 2:00 mark. April 2024 Watch Video
Ballistix went all-in to produce a documentary-style film to illustrate one of the biggest challenges facing industrial business leaders. Each year, they target double-digit sales growth, but wind up settling for single-digit growth. Why is that? March 2024 Watch Video
Justin details why entrepreneurs should not hire entrepreneurs, how to fix cultural issues by fixing an organization’s design, and why salespeople should not be managing accounts and other non-sales activities. December 2022 Listen Now
In this thought-provoking episode, Justin explains why the sales team SHOULD NOT be responsible for sales and how making them responsible for sales actually causes the opposite effect and retards organizational growth. November 2022 Watch
Justin argues that for rapid growth to occur in an organization salespeople should only loosely be coupled to sales. The connection is that salespeople exclusively focus on winning new annuities. Those annuities then generate revenue that operations become responsible for. April, 2022 Listen Now
Justin discusses his journey into professional sales and the different insights and perspectives he has to share with us to improve both our personal and professional lives. April, 2022 Listen Now
Justin Roff-Marsh and Industrial Distribution’s Managing Editor, Mike Hockett discuss the key issues plaguing the modern B2B sales model and why responsibilities must change significantly in order to achieve significant growth. June, 2021 Watch Webinar
In this episode of the Sales Playbook, Justin Roff-Marsh delves into the one question all sales leader need to be able to answer and how to unify the sales team and make it a far more effective organization. June 2021 Watch Interview
Justin argues for a principled application of division-of-labor to sales. He counsels executives to reengineer their organizations so that salespeople are responsible solely for the pursuit of new business. In part, this entails replacing relationships with operational efficiency and eliminating both sales commissions and the concept of account management! April, 2021 Watch Presentation
In this provocative episode, hear why Justin believes that SDRs should be fired or have their roles reconfigured, why first meetings shouldn’t be called discovery meetings, and why paying commissions in a complex sales environment is “too silly for words.” April 2021 Listen
