Free B2B marketing, sales and business growth strategy resources
TOP PICK
Our documentary: double-digit growth
If you’re aiming for double-digit growth but stuck with single digits, this documentary explains why—and what to do about it. Justin Roff-Marsh compares two 1950s sales models: Prince Castle’s traditional salesperson-led approach and Xerox’s revolutionary pay-per-print system. He argues that while modern transactions mirror Xerox’s model, most sales teams still operate like Prince Castle—holding back growth in mid-size industrial firms.
Our books
The Machine
The Machine is Justin Roff-Marsh’s award-winning guide to sales transformation. It outlines how to build a hyper-efficient, team-based sales process—where selling is an inside role, commissions are gone, and marketing and engineering work in sync. It’s for executives ready to replace outdated sales models with a streamlined, scalable system.
An Ode to Speed
Justin’s minibook, An Ode to Speed, presents a viable alternative to cost- based decision-making based on Goldratt’s Theory of Constraints. In it, Justin challenges the use of cost-based decision-making and presents an alternative approach to management decision-making rooted in maximizing speed rather than minimizing cost.
Featured
Sales Documentary
The shockingly effective approach to selling into project environments
This video challenges how you sell into construction or project-based work. It shows why following people to projects fails—and why following projects to people delivers far better results. But it also means rethinking your entire front-of-house.
Shorts
Downloads
Eight uncomfortable truths for industrial companies infographic
This infographic challenges the outdated business model of industrial organizations—and offers a bold alternative through eight uncomfortable truths.
Insights eBook
This article collection by Justin challenges common sales beliefs—like the value of personal relationships in B2B and the use of commissions. He exposes the core issues in modern sales and argues why revenue should belong to Operations, not Sales.
Continuing education
Newsletter
SPE practitioner tips
SPE Practitioner Tips is a collection of quick, practical insights for boosting your sales process—drawn from 20+ years of hands-on experience. Each short tip delivers at least one actionable idea, covering topics like sales management, lead generation, and SPE implementation. New tips arrive about every two weeks.
Short Course
Beyond the Machine
Our Beyond The Machine Short Course is a collection of four SPE master classes. Each class builds upon what’s taught in The Machine and includes practical tips and insights from building SPE at the frontlines. A typical class goes for about 25 minutes.
Topics include:
- Meaningful Sales Interactions
- Building a Powerhouse Customer Service Team
- Generating Sales Opportunities
- Converting Opportunities into Sales
Subscribe to SPE Practicioner Tips
SPE Practitioner Tips is a collection of practical tips for improving your organization’s sales process and performance. Each tip is deliberately short (a minute or so to read) and delivers at least one valuable takeaway you can go and apply immediately.
Every tip given is gleaned from our 25-plus years working with organizations at the coal face of sales process improvement. Topics covered include sales management and coaching, lead generation ,and the practical application of SPE to an organization. You will receive a new tip roughly every two weeks.