10 Dec December 10, 2015 – Predictable Success Les McKeown & Sales Process Engineer Justin Roff-Marsh
Les McKeown – Predictable Success Business Consultant and Author of Predictable Success: Getting Your Organization on the Growth Track–and Keeping It There
Click here to win a free copy of Les’ book!
Les McKeown is the force behind Predictable Success® and is an international keynote speaker and bestselling author. Les has over 25 years of global business experience, including starting 42 companies in his own right! He was the founding partner of an incubation consulting company that launched hundreds of businesses with thousands of employees. A native of Ireland, Les was awarded the Samuel Smyth Memorial Prize as a Chartered Accountant (CPA) in the UK and was, at that time, the youngest qualified Chartered Accountant in the UK. After a brief period with Price Waterhouse (now PwC), Les became Ireland’s youngest ever accounting firm partner. After a long career in advising individuals and organizations on growth and development, Les started his own training and development business; when he sold his share in that practice to his business partner in 1998, it had grown to a 13-office, worldwide training and consulting business. Les’ clients include Harvard University, US Army, Pella, Chiron Corporation, Microsoft, United Technologies, Overture Services (a Yahoo! company), and many others. He is the author of national best-seller ‘Predictable Success: Getting Your Organization on the Growth Track, and Keeping It There’, ‘The Synergist: Leading Your Team to Predictable Success’, and the recently released title ‘Do Lead: Share your vision. Inspire others. Work towards a common goal.’
Justin Roff-Marsh – Founder of Ballistix, Sales Process Engineer and Author of The Machine: A Radical Approach to the Design of the Sales Function
Justin Roff-Marsh was a science nut as a kid and still is today. He wasn’t a natural ‘people person’ but he worked (and studied) hard to become good at sales and sales management. As a co-founder of the Hudson Institute, Justin had to learn how to convert his salesmanship into direct marketing campaigns and then a high-throughput sales process. When he started JRMA (a direct-marketing agency), he became painfully aware of the fact most organisations’ sales constraint is not a shortage of leads (as is often assumed) but a total absence of process. Most sales ‘processes’ simply aren’t! By then he had developed a serious interest in process engineering (Deming first, then Theory of Constraints). It was only natural to extend their domain to include the entire sales process (rather than just the lead-generation bit). When ‘Sales Process Engineering’ became well developed, they changed their name to Ballistix and the nature of the business from ‘direct marketing’ to ‘management consulting’. He dedicated the last 15 years of his life to developing a scientific approach to the design and management of sales processes.