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Fire Your Sales Team Today: Then Rehire Them As Sales Guides In Your New Revenue Department Hardcover – June 1, 2012

by Eric Keiles (Author), Mike Lieberman (Author)
4.9 4.9 out of 5 stars 9 ratings
See all formats and editions
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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.

Previous page
  1. Print length
    208 pages
  2. Language
    English
  3. Publisher
    Greenleaf Book Group Press
  4. Publication date
    June 1, 2012
  5. Dimensions
    5.5 x 1 x 8.25 inches
  6. ISBN-10
    1608323625
  7. ISBN-13
    978-1608323623
  8. See all details
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Editorial Reviews

Review

" The simplicity and insights Eric and Mike brought to the marketing process in their last book [Reality Marketing Revolution] have been repeated with the sales process in Fire Your Sales Team Today."
--Verne Harnish, Author, Mastering the Rockefeller Habits

" If you read this book you'll be convinced that you should rethink the way you market and sell. By implementing the strategies in this book, we have increased our sales productivity, customer success and our profitability."
--Peter Caputa IV, Director of Channel Sales & Marketing, HubSpot

This is an impressive message from contrarian marketers. It will challenge all entrepreneurs and marketers to consider the effect of their sales and marketing efforts on the future of their businesses."
--Jeffrey J. Fox, Bestselling Author, The Transformative CEO

" Customers don't want to feel like they are being sold. They want to feel like they are buying. This books teaches you strategies that combine marketing and sales to create a better customer experience enhanced revenue."
-- Shep Hyken, New York Times Bestselling Author, The Amazement Revolution

From the Inside Flap

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 leave the competition behind.

* 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 every purchase 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 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.

Fire Your Sales Team Today offers new sales and marketing strategies to give you a head start on the road to success.

Product details

  • Publisher ‏ : ‎ Greenleaf Book Group Press (June 1, 2012)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 208 pages
  • ISBN-10 ‏ : ‎ 1608323625
  • ISBN-13 ‏ : ‎ 978-1608323623
  • Item Weight ‏ : ‎ 14.1 ounces
  • Dimensions ‏ : ‎ 5.5 x 1 x 8.25 inches
  • Customer Reviews:
    4.9 4.9 out of 5 stars 9 ratings

About the authors

Follow authors to get new release updates, plus improved recommendations.
Previous page
  1. Mike Lieberman

    Mike Lieberman

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    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 powerful new Marketing Machines. 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.

    See more on the author's page
  2. Eric Keiles

    Eric Keiles

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    Full content visible, double tap to read brief content.

    Eric Keiles "walks the walk." He 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. His mission is to help business owners think differently about their sales and marketing efforts. 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.

    See more on the author's page
  3. Mike Lieberman

    Mike Lieberman

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    Full content visible, double tap to read brief content.

    Mike started Square 2, the leading revenue growth agency, in 2003. Since then, Mike and his team have grown Square 2 into a $6 million business. HubSpot’s FIRST Diamond Partner, their agency was selected Agency Of The Year in 2013 and again in 2015. Mike and his team of revenue generation experts are obsessed with marketing and sales tactics that delivers leads and new customers for clients in a wide variety of industries.

    See more on the author's page
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Customer reviews

4.9 out of 5 stars
4.9 out of 5
9 global ratings

Top reviews from the United States

Mr. Adam C. Franklin
5.0 out of 5 stars A How-To Guide for Merging Sales & Marketing and Building a Guided Sales Process
Reviewed in the United States on January 28, 2013
Verified Purchase
Sales is no longer a separate function to Marketing. Since the emergence of the Internet, the power now resides with the buyer because they have all the knowledge they need BEFORE they even contact your company. Marketing and sales are completely intertwined and this book demonstrates why we need to be thinking in terms of Revenue Department (sales & marketing combined as one).

Key take-aways for me were:
- Follow this process: Use Inbound Marketing to attract people to your site --> Provide No-Risk Offers --> Then Low-Risk Offers --> Then take them on your Guided Sales Process --> Collaborate with the client on the proposal --> Allow your customers to buy (rather than be sold)!
- Show your prospects their real alternatives eg. Hire a VP Marketing, Hire a Sales Person, Do Nothing Differently.
- 80/20 rule -- sales people need to listen 80% and ask/talk 20%.

Fire Your Sales Team Today is a valuable read for business owners, and any sales and marketing professionals. The value of books I read is judged by the number of dog-eared pages and notes I take, and I finished with 18 ideas to action.

The authors Eric & Mike provide a way to contact them at the end of each chapter and having reached out to them both, I can say that they are incredibly knowledgable and generous people. Thanks guys!
2 people found this helpful
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Chantel Ray
5.0 out of 5 stars Highly Recommended and going to share this with my whole management ...
Reviewed in the United States on May 1, 2018
Verified Purchase
This book was extremely helpful and practical for me- I run a large real estate company with 6 offices and am always looking for ways to increase my profitability! Highly Recommended and going to share this with my whole management team.
Helpful
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Ron
5.0 out of 5 stars Best Book written on Today's Marketing Dilemma
Reviewed in the United States on July 5, 2012
Verified Purchase
This book is an esstential follow-up on their book "Reality Marketing Revolution". It tells of the circumstances today where nobody shops anymore...they search. And if they are searching, how can you make sure they find you. Then, once they've found you, how do you articulate your 'pitch'. How do you connect with them as the best choice to resolve their problem. A must read for anyone selling anything!
3 people found this helpful
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carlos
5.0 out of 5 stars Excelent
Reviewed in the United States on July 30, 2015
Verified Purchase
Helped me outsmarting my competitors.
excelent.
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Kerry Phillips
5.0 out of 5 stars Five Stars
Reviewed in the United States on November 9, 2015
Verified Purchase
Enjoyed reading
Helpful
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Mitch Rose
5.0 out of 5 stars Fire Your Sales Team Today: Then Rehire Them As Sales Guides In Your New Revenue Department
Reviewed in the United States on May 29, 2012
This is a must read for B2B marketers. We have started the process of transforming out demand creation strategies. This book provides an excellent roadmap for us to follow. The book included many real world stories. Make sure to keep a notepad on hand so you can track your ideas.
One person found this helpful
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