Awards

• Commended for Axiom Business Book Awards (Advertising/Marketing) 2013

Overview

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.

Full Product Details

9781608323623

Table of Contents

Reviews

The simplicity and insights Eric and Mike brought to the marketing process in their last book have been repeated with the sales process in Fire Your Sales Team Today. <br>--Verne Harnish, author, Mastering the Rockefeller Habits (05/01/2012)

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 (05/01/2012)

"""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 (5/1/2012 12:00:00 AM) ""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. If you'd like to achieve similar results, follow Mike and Eric's advice: align your marketing with your sales goals; re-wire your salespeople as consultative sales guides; and create the necessary management systems to measure and improve revenue performance over time."" --Peter Caputa IV, director of channel sales & marketing, HubSpot (5/1/2012 12:00:00 AM) ""The simplicity and insights Eric and Mike brought to the marketing process in their last book have been repeated with the sales process in Fire Your Sales Team Today."" --Verne Harnish, author, Mastering the Rockefeller Habits (5/1/2012 12:00:00 AM) ""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 (5/1/2012 12:00:00 AM)"

Author Information

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.

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