Many (mostly industrial) organizations have gone from no growth to over 20% annual growth
We grow industrial organizations
First, we increase the clock speed of the entire organization, department by department. All else being equal, an organization with a faster clock speed is more profitable and grows faster. It consumes less capital, holds less inventory, and harvests greater economies of scale.
Second, we drive growth by ensuring our clients’ salespeople have significantly more selling conversations than their competitors’ salespeople. In practice, this means rebuilding organizations’ front-of-house so that account management moves to Operations and salespeople can focus exclusively on pursuing new business.
We’ve been applying these principles to scores of companies in as many industries for more than 20 years. The principles that underpin our methodology are proven and shown to work time and time again.
We have example after example of (mostly industrial) organizations that have transitioned from no growth to >20% year-on-year growth rates. And we have several well-documented examples of organizations that have doubled revenues within a two-to-three-year period.
Typically, the results of organizations that embrace are dramatic
Boost sales conversations
11X more selling conversations for your salespeople each week compared to what your competitors are doing.
Supercharge phone activity
A dramatic (up to 30X) increase in the number of phone-based activities by a dedicated inside sales team.
Expand sales territory
Significant increase in the territory that can be covered by your sales team without damaging customer service or sales level activity.
Enhanced customer service
Superior customer service quality: dramatic reductions in quotation and issue lead times and, in technical-sales environments, a reduction in opportunity lead times.
Improve team satisfaction
An increase in job satisfaction as all team members work towards one common goal and have clearly defined roles, responsibilities and key performance indicators.
Increased visibility & control
Greater visibility and control over the sales and customer service.
Better daily management
A new, better approach to day-to-day management decisions.
Optimized organizational design
A new approach to the high-level design of the organization.
New sales focus
A new approach to sales (a focus on the pursuit of new business, rather than account management).
MSPE video interviews
We’ve been applying SPE to hundreds of companies in scores of industries for more than 25 years. The principles that underpin SPE are proven and shown to work time and time again.
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Emasal
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%
https://dev.ballistixwip.com/case-studies/emasal-case-study/
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F12
F12’s pipeline has grown to eight times its previous size with 20% of the sales headcount and an increase in pipeline quality
https://www.youtube.com/watch?v=TEkCBogkFyw
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Legion Logistics
Legion Logistics’ growth had stalled at about $27m in annual revenues. It took just three short months to fix that problem.
https://www.youtube.com/watch?v=K5CSL7NQsQ0
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Height Dynamics
Height Dynamics knew they had to grow their business. Today, post Sales Process Engineering with Ballistix, his retail location is twice the size it was before we started but it’s already in danger of being transformed into a logistics center. (24,000 stock movements a month is a lot for a small retail location!)
https://www.youtube.com/watch?v=8eTeN2uMj3s
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Censa Industrial
Industrial Supplies company, Censa Industrial, outlines how they implemented SPE to grow sales 26% in the first 10 months—and how it’s still growing!
https://www.youtube.com/watch?v=7Q0Hf7tb6xw
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Team Quality Services
TQS team explained how they moved their sales team inside and grew monthly bookings by 24% in 12 months!
https://www.youtube.com/watch?v=Vevb8QVzZco
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Goldratt Consulting UK
Andy Watts talks about how Ballistix helped to boost his UK Consulting firm business by 50% in four months, then another 30% by month eight.
https://www.youtube.com/watch?v=k4ir9G7Er3g
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Levitt Safety
Bruce Levitt and Fraser Gibson share insights into their four-year journey (thus far) with SPE and talk about the challenges and the triumphs.
https://www.youtube.com/watch?v=t0vHwiU1X48
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OrbitForm
The highlight of this results video is hearing Phil (who’s not prone to hyperbole) say “wildly significant” three times, when referencing both Orbitform’s revenue growth and the resulting increase in profitability!
https://www.youtube.com/watch?v=XXDTBQJcQD0
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Blast-One International
Here’s an interview with Keith Cornelius – the leader of the customer service team over at Blast-One International in Columbus, Ohio.
Keith describes the journey he’s been on to reengineer his team and to increase both the velocity and the quality of customer service activities.
https://www.youtube.com/watch?v=-fl0ya2MiZs
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Les Mills
We’re continuing to grow … and grow and grow. These are Erin Kelly’s first words in her interview with Justin.
Erin and Justin discuss the journey that the East-coast division of the world’s largest group-fitness provider has been on over the last couple of years.
Over this time, Erin has reduced her field sales team from 10 to just a few — and transferred the remaining salespeople from commission to salary.
She has built a dynamic inside sales team and made this team the locus of the overall sales function.
And she has built an event program that generates 50% of the region’s sales opportunities.
This interview also contains an interesting discussion of growth opportunities within fitness clubs.
https://www.youtube.com/watch?v=kw9hpciCizE
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Arca
Kirk Nelson, an Exec VP at ARCA Technology Systems discusses his experiences with SPE with Justin Roff-Marsh.
He relates how SPE has helped ARCA to increase revenues by 30+% in year one and 40+% in year two and increase sales volume (units) by an order of magnitude over the period.
(What’s amazing is that ARCA accomplished this with no assistance from Ballistix — aside from a two-day planning workshop at the commencement of the initiative.)
https://www.youtube.com/watch?v=RJOKKGEAql0
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Kitagawa NorthTech
Kitagawa BDMs held many responsibilities meaning they had a limited ability to increase activity in response to the GFC. Ballistix used division of labor to create a sales support and promotion team and get Kitagawa’s territory managers out seeing more customers.
The result is an easily scalable sales process where BDMs nowperform three times as many appointments with one-third fewer people in that position and management has complete visibility of existing opportunities. Kitagawa has gone on to record an on-time delivery rate of 95%.
https://www.youtube.com/watch?v=yyjYSgz_jGc&t=4s
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AR Cash Flow
Kirk Nelson outlines the impact Sales Process Engineering has had on sales. In 12 months, ARCA delivered ten-times the numbers of units per month than the previous year – with a reduced sales team just two-fifths the original size.
https://www.youtube.com/watch?v=ZZp7nsPCAAc
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9 Wood
9 Wood Project Managers had to oversee many tasks in the production process simultaneously. This caused bottlenecks which slowed execution and inhibited responsive customer service.
Ballistix standardised the workflow process and put in place technology and a central coordinator to manage and oversee hand-off of tasks through individual phases.
This dramatically improved execution and management got visibility of the process to respond to scheduling crises before they arise. There is now capacity for higher throughput without bogging down delivery.
https://www.youtube.com/watch?v=L11K73nrhbo
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Davcor
At the start of this interview, Marc Cohen 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 it, the impact on his organization and his experiences working with us here at Ballistix.
It’s an interesting story. We discuss one particular division of Davcor (EKA) and Marc relates how:
- He reduced his field sales team from 3 salespeople to zero
- His opportunity pipeline exploded in size
- Sales increased by 20% — with more good news in store as a number of high-probability opportunities move towards closure
- His policy of giving rations to the strong has resulted in the rapid growth of a dynamic inside-sales team (where previously, there was none)
Davcor is a $30m distributor of a range of physical security products, from locks and keys, though to commercial access-control systems. Davcor’s EKA division distributes an access-control system that delivers the benefits of traditional systems to mobile assets (shipping containers, trucks, and gates).
In the interview, Marc mentions a brochure that’s contained in the pre-approach package that’s used to initiate approaches to potential clients. You can pay-through that brochure here.
https://www.youtube.com/watch?v=UuD7jyq4RL0
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Marketing Results
Marketing Results had outgrown its craft-shop environment, impairing the ability for the firm to scale the business.
Ballistix introduced division of labour to both sales and production environments. A master scheduler was added to
plan both functions. The standard Ballistix sales management-information system was linked to the CRM in conjunction with a custom-built part-manual / part-electronic production scheduling system.The result was that the salesperson now enjoyed twice the output for half the time spent — a 400% increase in throughput. Sales increased by 30% and, in production, on-time delivery and service quality improved significantly.
https://www.youtube.com/watch?v=4sC2AWf6p1o
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Megara
Megara was dealing in a challenging and mature manufacturing environment. Attempts to grow revenue by building-out the sales team (11 salespeople and an experienced sales manager) had limited effect.
Ballistix worked with Megara to build a dedicated inside-sales account management team supported by specialist teams of estimators, customer service and field-based project leaders.
After a lot of hard work, Megara has proof of concept of this new co-ordinated approach to business development and sales support. Much work still needs to be done but an actionable plan is in place.
https://www.youtube.com/watch?v=-cA63NvgTd0
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Orion
Orion had no formal sales process and salespeople performing only a couple of BDM appointments per week.
Ballistix built a sales support team comprising sales coordinators and a promotional team using direct mail pieces to generate “warm” sales opportunities.
Division of labour resulted in BDM conducting more than 20 face-to-face appointments per week per while direct mail offers increased appointment-setting promotion dramatically.
https://www.youtube.com/watch?v=9nnF5-uFqf4
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Shippers Supply Company
Shippers was operating in a commoditised market where price competition prevails. There was no control of autonomous salespeople creating a situation where they relied on sales “superstars”.
Ballistix helped Shippers to promote “Easy Supply Program” (a new product offering to differentiate the Shippers product in market) and a sales support team to allow salespeople to concentrate solely on BDM appointments.
Shippers increased to 15-20 business development call each week and have subsequently expanded sales force to cope with increased BDM activity. Sales have increased every month since the engagement began.
Shippers Supply is a fifty-six-year-old packaging equipment and supply distributor based in Louisville, KY. We service the states of Kentucky, West Virginia and portions of Indiana and Ohio. We have traditionally sold B2B using commissioned sales representatives responsible for a geographic territory.
In the spring of 2008, the company found itself at an important crossroads. It had just developed and launched an exciting new vendor-management supply program called the Easy Supply Program (ESP).
The clients who had embraced our new ESP loved it. The problem was the uptake of new clients was far too slow.
WE NEEDED A WAY TO SCALE OUR SERVICE OFFERING — FAST!
We knew of Ballistix for several years prior to hiring them. We had attended several of Justin’s presentations and spoken with him personally. We believed that the Ballistix tools would offer us the solution we needed to sell our Easy Supply Program more effectively.
Unfortunately, we also believed that we could implement the Ballistix methodology on our own. As you might expect, not only did we not succeed, we almost convinced everyone we touched that the Ballistix methodology was flawed!
With our faith in the core Ballistix methodology still intact, we decided to reach out to the experts and engage Ballistix in a four-month implementation project.
The strategy implemented by Justin and team was reasonably simple.
We agreed to focus one member of the sales team exclusively on business development calls for our Easy Supply Program and support him with a Sales Coordinator and accompanying management reporting tools.
Katrina Rowe, a Ballistix Reengineering Consultant, was assigned to guide us through the changes. Katrina detailed clearly the implementation changes we needed to make and, just as importantly, the reasons for these changes.
Initially, the biggest hurdle was implementing the technical aspects of the process. The measurement and tracking tools seemed reasonably complex, but with the assistance and guidance of Ballistix, the implementation went more smoothly than even they expected.
THE RESULTS
Our sales environment as it exists today is vastly different than before the arrival of Ballistix.
Within two months of the project completion, our BDM assigned to ESP opportunities was operating at full capacity: four appointments a day, five days a week.
The consistency of this activity has meant that ESP sales are 400% greater than the target we set for Ballistix — and more than 600% greater than the sales level we were achieving prior to the reengineering project.
The impact on salespeople has been dramatic. Our salespeople have more opportunities than ever. They no longer have to try to find opportunities, instead they can just focus on what they do best — sell!
Thanks to our new sales process, we have seen a rapid increase in the number of clients coming on board with ESP, and we are confident that we have the infrastructure in place to sustain this growth.
Just as importantly, we can consistently generate the right amount of opportunities with relative ease. We are even considering adding an additional Business Development Manager and Sales Coordinator.
The future is exciting and we have no hesitation in recommending Ballistix to other companies wanting a boost to their sales infrastructure.
Regards,
Joohn Allen
Shippers Supply Companyhttps://www.youtube.com/watch?v=Tvr7oN6mhPE
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TEBA
Before working with Ballistix, TEBA had a small number of salespeople performing, collectively, very few sales calls.
TEBA implemented the Ballistix approach to sales process with centralized scheduling and a coordinated approach to lead generation and business development. A key change was to give the primary responsibility back to the CEO who performed a number of high-value sales appointments each week originated and managed by a dedicated sales coordinator.
TEBA now uses events and direct mail to generate a decent volume of sales appointments and in spite of the fact that new system requires him to make sales calls, he has more spare capacity than he has ever had.
https://www.youtube.com/watch?v=CYYvSkWjqJw
Client result snap shots
Ohio hydraulics manufacturer
Stands up inside sales team in 10 weeks and reaches $21.7m in annualized net-new business by month 21.
Annualized performance (at month 21)
$21,692,328
Annual Run Rate (Net-New Business)
$6,073,852
Contribution Margin
$702,917
Sales Expenditure
8.64
Return on Sales Expenditure
Net-New Business is the value of initial transactions, grossed-up for Lifetime Value (multiplier: 4.5).
Contribution Margin is Revenue, minus Cost of Goods Sold.
Annual Run Rate is Month 21 Revenue (moving average), multiplied by 12.
Processing equipment manufacturer
Triples sales from previous 12 months.
Sales
Sales up from $2.23M to $6.24M from previous year.
Customer service
Team performance improvements with on-time-case-completion (OTCC).
Up from 50% to >90% .
Net promoter score
10% improvement in overall customer satisfaction.
Supplier to food processing
Moves sales inside. Generates $2M in Net-New-Business within first 12 months.
Sales
$2,089,113 Net-New-Business within first 12 months.
$69,637.10* Avg. monthly contribution per inside salesperson.
*Weighted average
Customer service
Team performance improvements with on-time-case-completion (OTCC).
Up from 50% to 80% OTCC in 3 weeks.
90% daily OTCC achieved within 7 weeks.
Special initiatives
Client used Sales Process Engineering to launch into a new market in record time.
Distributor
Performs 25,386 selling conversations over 12 months.
Sales
25,386 selling conversations performed by inside sales team over a 12-month period.
$47,229 Avg. contribution per salesperson, per month (Net-New Business).
Promotions
New approach to campaigns resulted in a dramatic increase in the average value of a won opportunity.
From $362.91 to $1,879.68.
Proven campaign results enabled client to leverage better pricing and promotional deals from vendors.
Customer service
95% on-time-case-completion (OTCC)across multiple locations and time zones within a 6-month period.
Managed SPE written customer reviews
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Read more: Southern Cross Truck Rental provides short and long-term rental of trucks and trailers.
Southern Cross Truck Rental provides short and long-term rental of trucks and trailers.
We have been servicing the rental needs of transport companies and associations across south-west Sydney for the last 3 years. In the past…
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Read more: Headquartered in Sydney, Adaptra was founded in 1995 to provide project management services to the insurance sector.
Headquartered in Sydney, Adaptra was founded in 1995 to provide project management services to the insurance sector.
Since our inception over a decade ago, Adaptra has expanded across a multitude of industries, helping them to streamline processes, and gain control…
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Read more: ATS Arrow is a Registered Training Organisation.
ATS Arrow is a Registered Training Organisation.
We deliver government-funded training to clients’ employees in a large variety of blue chip companies. We approached Ballistix for assistance with our sales…
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Read more: Our dealings with the team at Ballistix was very good. We found all staff most helpful and very responsive to our needs.
Our dealings with the team at Ballistix was very good. We found all staff most helpful and very responsive to our needs.
Please find detailed below some specific points about the nature of our business, as well as an outline of the scope of work…
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Read more: The day Ballistix Managing Director Justin Roff Marsh walked into the offices of Drake International, he could see immediately that its sales force was operating at below optimum.
The day Ballistix Managing Director Justin Roff Marsh walked into the offices of Drake International, he could see immediately that its sales force was operating at below optimum.
In reality, Drake was suffering from two core problems. Firstly, chronic multi-tasking of the sales force which gave the perception of activity, but…
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Read more: I have no hesitation in recommending Ballistix’ services and would be happy to discuss our experience with interested parties.
I have no hesitation in recommending Ballistix’ services and would be happy to discuss our experience with interested parties.
EPR is a well-established (1992) company specialising in enabling executives and professionals to achieve exceptional results in their career development. We pioneered this…
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Justin, thank you for your time on this project.
I just wanted to say that I can’t commend you highly enough on the value you have provided to my business.
Within a few hours of commencing this project, I was already getting enormous value. Your clear cut no BS approach to breaking a business down into it’s components and analyzing these for what they are was amazing. I know have a very clear plan that I believe will deliver a greater outcome at a lower cost.
Sincerely,Frank Stillone
The Silent Partner
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Ronstan is an Australian manufacturer of sailing equipment and stainless steel architectural fittings.
We engaged Justin of Ballistix to conduct a Solution Design Workshop as we set about a review of the way our sales force is managed, looking for new direction.
Justin’s approach was extremely effective and impressive. At the two day workshop he demonstrated an ability to understand our business and it nuances, and to tailor a solution and structure that made great commercial sense. He was very insightful and intelligent with all comments, observations and questions.
The work shop has contributed in a meaningful and significant way to our planning in the sales area. We anticipate being a far more effective sales organisation as a result of Justin’s work and we will certainly be considering using Ballistix again in an expanded role.
Managing Director
Ronstan
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Just a short note to let you know that our recent project to restructure the sales team has exceeded all our expectations.
We began this process after seeing a decline in our percentage of tenders won and receiving customer feedback that we had lost intimate contact with the market.
After an extensive restructure of our sales process we are seeing a much improved success rate on tenders, greater face-to-face customer contact and revitalized employees who have a clear understanding of their role in the team.
As always, you and your team were easy to work with and represented the height of professionalism in offering consulting services.
Please pass on my thanks to your team and we look forward to working with you in the future.ANDREW OKELY
Manager Minerals Processing
Outotec Pty Ltd -
I recommended Justin and Ballistix to my senior management and BOD to undertake the ‘re-engineering’ of our sales process.
We are in a mature marketplace with excess capacity, and overzealous competitors. Justin’s science/methodology is proving to be the proper medicine for our ailing sales approach. We are enthused by the early results, and look forward to repeatable, scalable and reliable sales.
KEITH OGLIVIE
Midwesco
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We have found Ballistix a pleasure to work with and the results they have brought our business speak for themselves.
Equinox Partners is a small executive recruitment business looking to transition from our small and specialized market base to a more broad based volume business model. Key to the strategy is to move from being account management focused to becoming a sales driven business.
The changes that we had in mind were a radical departure from what we had traditionally done and meant that the way we looking at marketing and selling our products and services had to change.
We engaged Ballistix initially to conduct a feasibility study from which we hoped to get an idea as to hope we might be able to improve the products that we were offering the market as well as the way we went about selling the product. Justin Roff-Marsh met with us for two days, and by listening to our ideas and thoughts as well as providing his own insight and experience, was able to devise a pathway forward for Equinox.
Together we engineered a Sales and Delivery process that was to be used to underpin our business. As well as the process, we put together strategies to increase our chances of getting new business and more importantly keeping it.
At that point we had the clear choice to go it alone or alternatively hire Ballistix to build on what we had devised and implement the project.
For a small business like Equinox, to implement this type of project involves a significant leap of faith as the costs are not insignificant. We decided that the Ballistix expertise was too valuable to miss out on and took steps to engage them on our implementation. This is a decision for which we have no regrets.
Rebecca Stokes was appointed our consultant and she quick built a working relationship
with both management and our new sales coordinator. Her professional approach and calm style worked well with our team and before long we had the frame work of the project working within our business. Though we took on a limited project, nothing was ever too much trouble and we certainly felt that all was done to ensure our projects success.
And it had undoubtedly been a success. In the 3 months since we implemented the project, we have visited over 100 new prospective customers and about 10% of those have trialed our service with another 20% making some level of commitment to trialing in the future. To put this into perspective, this has all been done with just one Sales Rep and one Sales Coordinator. In the previous 12 months we would not have visited 10 new prospects. We feel confident going forward that our sales will grow to reflect our sales efforts and the sales model in place means that all sales efforts are forward looking and productive.
We have found Ballistix a pleasure to work with and the results they have brought our business speak for themselves.
Regards,JOHN CRUSE
Equinox Partners
Level 7, 51 Queen Street
MELBOURNE VIC AUSTRALIA -
After the lunch with Justin, I walked away thinking “you know what…that guy’s onto something!”
We re-examined our priorities and started to take steps towards freeing our sales people to do what they do best, sell…and got instant results!
Our business became busier because our salesperson was seeing more people! We were doing more proposals and finally, the company was managing the relationship with the customer – not the salesperson.
Orders are now increasing and we have a focus – each day each of us understands what we’re doing and there’s no time wasted talking through process over and over again. We now get proposals out in a day not a week and we control margins and effort not the salesperson. We are tackling more complex tasks that they never would have gotten to before and it’s paying off in stock movement.
Thanks Justin for your insights and I will keep in touch!
Yours sincerely,J.D. (JOE) TRIMBOLI
General Manager – Asia-Pacific
ecoBright® energy solutions Limited -
Without hesitation, I would recommend Ballistix to any business, small or large, who wants to increase sales and systemise workflow.
Despite the geographical barrier – (Ballistix are in Queensland and we are in Perth), Ballistix held our hand through every stage and have made what at the beginning seemed impossible, achievable.
We are a small bookkeeping and accounting practice used to time billing.
We have moved to project based fees under the guidance of Ballistix. Our existing client base embraced the new billing system which allows them to manage their cash flow.Our clients can liaise with us when required without the fear of additional fees and I would add that our clients don’t abuse this – they are as busy as we are and only contact us when the need arises. Systems were then tailored specific to our organisation to manage the workflow freeing up the capacity to embark on a marketing campaign (designed by Ballistix) and the ability to take on new clients.
I can’t speak highly enough of them and consider the money we spent with them to be the best investment I have made.
ROSIE DAVIDSON
CEO | Bas-Sol
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For years I have struggled to create a predictable new business system for our company.
We’ve tried trade shows, cold calling and content marketing at scale. Any successes with these were rarely repeatable and never scaled above ‘relationships’. Then I read The Machine. This application of Theory of Constraints to business-to-business sales, and having Justin Roff-Marsh come consult with my team, have been eye opening.
From starting his program in February, in less than ninety days, we have 14 requests for meetings from prospects and our first proposal is going out this week.
Ken Robbins
CEO | Response Mine Health -
I found the workshop absolutely relevant.
I have been inspired to change everything from sales to operations because frankly it makes sense that everyone in my organisation is “customer service”
John Engelander
The Planet Earth Cleaning Company
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We doubled our top-line revenue in the year following our implementation of The Machine
Aubrey Meador
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The pioneering work of Justin Roff-Marsh in the design of effective sales ‘machines’ is, in my view, world leading
John Lyons
Marketing without Money
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The Machine offers a proven system for growing sales in an organized, consistent way
Andrew Warner
Founder of Mixergy
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Some will be angry, some dismissive, and a select few will be enlightened by this alternative approach
Mike Schleyhahn
Swagelok San Diego
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The Machine will challenge everything you know about the sales process! I can attest that the ideas are valid and the payoffs real
Jeff Stuart
Hydra-Power Systems Inc.
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Justin’s approach to addressing the tired structure of sales environments is nothing short of revolutionary
Paul O’Dwyer
business growth coach
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Justin demonstrates that there is a substantially better way to sell.
Humberto R. Baptista
Vectis- Solutions & lecturer at TOC Schools | CEO
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Justin did a great job explaining the benefits of inside sales teams and it’s function in the sales process.
Great “real world” examples!Byron Baber
WPT Power -
Great workshop. Lots of great information. Thank you.
Cristen Eberly
RG Group
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Great meeting! I learnt a ton. Thanks for the invitation.
Kervin Pierre
CityMSP
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Justin is obviously knowledgeable in the topic and seamlessly conveys this. He answered all questions asked and provided good, real-world, specific examples.
Steve Bennis
RG Group
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After struggling with growing our B2B sales for years, Justin Roff-Marsh has helped us create a predictable engine of prospect engagement.
In less than 90 days, we have 14 requests for meetings from prospects.
Ken Robbins
Response Mine Health | CEO
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Justin covered a great deal of content. His solutions are simple and to the point.
This is our second session and have come away with more ideas to put into our business.
Adrian Hawes
Roadrunner Parts
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Out-of-the-box thinking that showed mistakes I have made and why change is needed.
Rodney Hood
Pacific Hydraulics Newcastle
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The content is interesting and challenged my previous beliefs.
I am keen to move forward with the principles presented.
Rod Hood
Roadrunner Parts -
Incredibly informative and valuable day.
I have in the past, and will continue to, recommend Ballistix and the workshop to companies I believe would benefit from it.
Ian Bardman
Roadrunner Parts
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Very helpful. Very practical.
William Baker
Protecta Group
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Thought provoking.
Compelling in terms of providing credible content.
Raja Ratnam
Schenck Process
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Thanks Justin. I would gladly recommend this workshop to friends and colleagues
Brett Dunn
Protecta Group
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Great to hear a different way each individual present approaches their sales and to discuss new ways.
Mat Stanaic
Schenck Projects
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Great system and a very concise explanation of the process.
Most of the ideas presented are very relatable to ACL (as risky as it seems!).
Grace Taylor
ACL Welding Supply
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Excellent session Justin!
Well done on an outstanding presentation.
Alister Joyce
Highgate Group Australia
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Very interesting workshop. My attention was held all day!
John O’Connor
Fieldtech Solutions
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Interesting. Thought-provoking.
Great workshop!
Tanner Hohenbrink
Lamar Advertising
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Excellent command of the subject matter. Good interaction with workshop attendees.
Keep me updated on upcoming PFG workshops.
Bill Rosenberg
Dune Point Capital
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A thought-provoking day that made me think about we can maximize The Machine theory and practices into our business.
Justin showed us we still have a lot of work to do!
Frank Fowler
Mailender Inc -
Great workshop. A LOT of info to take in on one day.
Now applying it to our small, family-owned company.
Brian Allison
Rockford Ball Screw -
Excellent overview of the system. Lots of practical examples.
Troy Vellinga
Dunes Point Capital -
One of the BEST workshops I’ve ever attended, primarily because it was based on application experience, not theory.
Brian Highlander
Viking Electric
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The workshop was extremely informative and interactive.
Justin is very engaging as well as entertaining when presenting.
Kathy Pendleton
WiseTech Global
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This workshop came at a good time in the lifecyle of our organization.
It gave us some great new ideas and considerations.
Clinton Cowin
Tradie Pad