I’ve noticed an interesting trend. I’m seeing organizations starting to celebrate the fact that they’re implementing SPE—inside the organization, and even outside! I’m thinking, maybe the popularity of The Machine is empowering executives to be a little bolder. Or maybe we’re just doing a better job of selling the end-state. Either way, it’s a nice trend.… “Celebrating SPE”
Orbitform is one of the silent revolutionaries profiled in The Machine. If you turn to page 101, you’ll find the story of Madison—an organization that found it necessary to create their own hybrid SPE model. Officially, Madison’s story is an amalgam of three organizations’ experiences but, unofficially—between just you and me, dear reader—Madison is 95% Orbitform!… “Revolutionizing Industrial Sales: Orbitform’s Hybrid SPE Model Spurs 30-40% Revenue Growth”
I’ll let you in on a secret. Here at Ballistix, we all love fixing customer service teams. It’s easy to do. The transition to an optimal environment is low-cost and relatively risk-free. And the pay-off is huge. The pay-off typically arrives in two tranches. First, you get an incremental increase in business as a consequence… “No more notebooks: how Blast-One International boosted customer service quality”
The Les Mills (East-coast, USA) story Erin Kelly and I get on pretty well. But when we first met, we argued about a bunch of stuff! We disagreed on commissions, of course. Erin wasn’t so sure it made sense to convert salespeople from piece-rate pay to salaries. Then there was the whole idea of centralizing… “Leaner. More powerful. New sales function for group-fitness provider.”
The Davcor story Marc Cohen is no fan of consultants. At the start of this interview, he discloses that he has a medical condition — one that results in him having a visceral aversion to consultants! Nonetheless, Marc is here to tell the story of his first 18 months, implementing SPE. He explains why he did… “No salespeople, an exploding pipeline and a 20% lift in sales!”
If you listen only to Kirk Nelson’s first few words in the interview below, you’ll be missing out on one hell of a treat! Kirk starts the interview by assuring me that ARCA has an accurate sales funnel and a good understanding of what’s going on in the business. That’s good, right? But, where’s the… “The incredible ARCA journey: two-fifths the sales team; twice the sales”
I’ve waxed lyrical about Mixergy before. Andrew Warner is a successful entrepreneur in his own right and, every day of the week, he interviews a founder with a story worthy of note. Typically, these founders have built (and very often sold) successful tech companies. Other times, they just have a particularly interesting story to tell.… “Justin interviewed by Andrew Warner of Mixergy”
I love webinars and, increasingly, our clients are learning to love them too! In this post I’ll share some of our experiences with webinars over the last 7 months and show you why we’re so enthusiastic about them. The results In a previous post, I told you how we build our list (generate new relationships). … “The wonder of webinars (our stats revealed)”
I’m so happy to post this video! On the one hand it demonstrates that organizations can implement SPE without the assistance of Ballistix. On the other hand it suggests that we’ve made huge progress in our efforts to codify and communicate both the principles and the practice of SPE. Aside from reading our books and… “No help from Ballistix: Finance provider goes it alone and enjoys 5x boost in profits!”
When Megara – a Melbourne (Australia) based manufacturer of polypropylene products – was contemplating radical changes to the design of their sales function, a list of concerns was identified: Would customers be happy dealing (by phone, rather than face-to-face) with account managers who were located in another region? Would customers tolerate the requirement to interact… “Radical restructure for plastics manufacturer drives costs down and sales activity up”
