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So, The Machine (my new book) has an easter egg in it.

At the end of Chapter 1, there’s a link you can use to subscribe (free) to a short course called, Beyond The Machine.

Since the release of the book, the BTM short course has been getting rave reviews. And, better than rave reviews, I’ve been getting serious heat from students of the course who want me to release classes faster!

The course contains 6 classes. Each takes the form of a video (with accompanying documents and a discussion forum) and each video runs for 20 minutes or so. Importantly, there is virtually no overlap between the course content and the content of The Machine. In other words, all the content in the short course is new stuff—stuff you can’t just get elsewhere.

The course is designed to teach readers of The Machine exactly how we go about implementing SPE for our clients, here at Ballistix. This is a step-by-step guide to the implementation of SPE. No theory. Only practice. And, let me tell you, almost everything you’ll learn in this course (if you’re brave enough to take it) is counter-intuitive.

The first four classes address questions like: (1) how to maintain sales activity levels while you are making changes to the design of your sales environment, (2) how to re-engineer your customer service function to get to >90% on-time case completion, (3) how to generate sales opportunities and (4) how to prosecute those sales opportunities. The last two classes (which I’m working on now) address: (5) how to use sales-related technology and (6) how to manage your sales and customer service teams.

The bad news is that you have to buy The Machine to get access to the entire short course. But the good (nay, great) news is that you can watch Class 4 right here and right now!

I’ve even included the course accoutrements below. So get to it, and let me know what you think in the forum!

Non YouTube link

If you can’t use YouTube or if you need to download this class for offline access, use this link.

Workflow Diagram

You can download the workflow referenced in this video as a PDF file and follow along. It’s here.

Discuss this Class

If you’d like to discuss the content of this class with fellow travellers—or ask a question of Justin—here’s the place to do it.

Schedule a Best Practice Briefing

Home Forums Beyond The Machine: Class 4 (How to Prosecute Sales Opportunities)

This topic contains 4 replies, has 3 voices, and was last updated by  Justin Roff-Marsh 1 year, 3 months ago.

Viewing 4 posts - 1 through 4 (of 4 total)
  • Author
  • #26635 Reply


    Hi Justin,

    I thought that the presentation was excellent. The question that I had was during the time when you made assumptions about the buyer, or more specifically, the engineering types that enjoy getting information on their own. Is there someplace where you found that out? or was that an assumption you arrived at by working with a number of engineers?

    Keep these coming-very informative.

    #26636 Reply

    Thank you @reafoto!

    It’s the latter. we’ve found that engineers (particularly younger ones) would rather communicate by phone and email unless a face-to-face meeting is genuinely required.

    #29170 Reply

    Lee Morgan

    I’m interested in scheduling a best practice briefing, but the scheduling page is not working. Can you point me in the right direction?


    #29201 Reply

    Try the one on this link.


    Otherwise, use the Contact page above to send me your contact details.

Viewing 4 posts - 1 through 4 (of 4 total)
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