Title: Fire Your Sales Team Today: Then Rehire Them as Sales Guides in Your New Revenue Department
Publisher: Greenleaf Book Group Press
Publication Date: 2012
Language: English
ISBN 10: 1608323625
ISBN 13: 9781608323623
Binding: Hardcover
Condition: As New
Dust Jacket Condition: No Jacket
Weight: 0.95 pounds

About this title

Synopsis

In order to be truly remarkable and create the kind of company that gets people talking, you need to step outside of comfortable patterns and think about your business in new ways. Changing the way your company does business starts with a close look at the way you interact with your clients or customers. That means re-examining your sales and marketing approach.

Eric Keiles and Mike Lieberman present three “big ideas” that will help you think differently about your sales and marketing efforts, lead your company to success, and beat the pants off of the competition.

•   Adapt to the dramatic shift in buyer behavior. As you probably know by now, the Internet has permanently changed the way people make purchasing decisions. Now that consumers have the power to research each purchasing decision online with the touch of a button, companies both large and small need to rethink their sales and marketing approach.

•   Transition to a guided sales process. The new consumer does not want to be sold. Instead of selling or pushing your company’s products and services to every lead, you need to retrain your sales force to act as consultants who take time to understand each prospective customer’s pains, answer their questions, and guide them to the appropriate solution.

•   Create a Revenue Department. For decades, companies of every size and across countless industries have separated their sales and marketing efforts into two distinct departments: one to drive customers to your door (marketing) and one to close the deal (sales). By combining your sales and marketing team members into a single, cohesive entity called The Revenue Department, you ensure that every member of the team works together to reach your company’s overall goals.

Creating positive change within your business structure may seem difficult. Whatever you do, don’t stand still. Change is necessary to move your business forward.

As Confucius said: Every long journey begins with a single step. But there’s one thing Confucius left out: If you don’t start taking those steps now, before long the competition will leave you behind.

About the Author

Eric Keiles has founded and grown four companies since 1997 and is immersed in the entrepreneurial world, most recently as Cofounder and Chief Marketing Officer at Square 2 Marketing. A well-known public speaker and writer, Eric produces weekly Video Marketing Minutes, hosts Square 2 Marketing’s workshop series, and edits a weekly marketing newsletter that reaches fifteen thousand entrepreneurs. Eric sits on the board or volunteers at several professional organizations and has been an active member of the Entrepreneurs’ Organization (EO) for almost ten years. He lives in Doylestown, Bucks County, PA, with his family.

Mike Lieberman, Cofounder and President of Square 2 Marketing, is a recognized “guru” behind the development of a new approach to marketing. Since starting Square 2 Marketing in 2003, Mike and the team have helped over one thousand businesses across the country understand Reality Marketing and implement a Marketing Machine. Mike authors the popular RemarkaBlog and is also a guest blogger for a number of popular blogs, including Vistage’s Executive Street and HubSpot’s Inbound Internet Marketing Blog. He is an active member of the Vistage community, supports a number of nonprofit organizations, and is an avid adventure sports enthusiast.

"About this title" may belong to another edition of this title.

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