Today on the show we welcome Justin Roff-Marsh, Founder of Ballistix and author of The Machine: A Radical Approach to the Design of the Sales Function. When was the last time you thought about sales? About how it is managed and who does what job? And whether the method you’re using is really the best method? As water treater’s, our job is to go out there and sell what it is that we do. But if you really look at the way we do sales and the systems in which we do sales, it hasn’t changed all that much since the dawn of time! Yet everything else has... Justin is someone who has re-designed the sales process by taking a whole new approach to the way in which companies sell. In his book, he delves deep into the world of sales functions; looking at how and why we’ve been approaching sales in the same way for so long and how you can break these models a part and improve them to benefit of your own sales practice today. In this episode, we chat to Justin about the key concepts in his book, about some of the things we take for granted in sales and what we can do better in this field.