E122 | The Issue of Sales with Justin Roff-Marsh

“If your business isn't growing without sales, it may not be a sales problem, it may be a design problem with your product or a problem with your delivery.”Are you struggling to make sales? In today’s episode, we’re chatting with Justin Roff-Marsh, sales contrarian, CEO and founder of Ballistix, an LA-based international management consultancy specialising in Sales Process Engineering. Justin will be in the UK, speaking with us, on 27th January, and to whet your appetite and to get you excited he’s coming over, he’s back on the podcast. In this episode, he’s talking about lifetime value and customer acquisition cost, LTV to CAC; about how you re-engineer that into the number of salespeople you need, and how you then measure the success of that sales team so that you can make sure that it works, and then scale the hell out of it. Justin also shares his thoughts on managers versus supervisors and the importance of supervisors, and the mindset that CEOs and businesses might have around incrementalism versus aggressive business growth. Finally, Justin expands on his view that companies shouldn't use revenue as a performance indicator. This is a fascinating conversation, there’s so much great content, we hope you enjoy it as much as we did. To find out more, download and listen to this latest episode of #themeltingpot, or come and see Justin, in person, on the 27th January - more information to follow.On today’s podcast:How to estimate lifetime valueMeasuring the success of a sales teamManagers versus supervisorsIncrementalism versus aggressive growthRevenue isn’t a performance indicatorWhat to look for in a salespersonLinks:The Machine - Justin Roff-MarshIt’s Time To Build - Marc Andreessen

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