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Co-founder and President of Square 2 Marketing, and co-author of http://blogbusinessworld.blogspot.ca/2012/09/fire-your-sales-team-today-by-mike.htmlFire Your Sales Team Today, Mike Lieberman describes why it is important to integrate your sales and marketing teams. Mike Lieberman points out that buyer behavior has changed and the internet has made that change permanent. As a result, a fresh approach to marketing and sales is essential. Mike recommends attracting the buyer rather than using the old tactics of cold calling and the hard sell.Mike Lieberman shares what he calls the guided sales process where your sales team acts as consultants, takes time to understand the customer's real needs, answers their questions, and guides them toward the best solution. Instead of separate sales and marketing divisions, Mike recommends a single cohesive unit in the form of the revenue department. This unit will focus on the customer, and not be in conflict with both the customer and one another. Learn how to fire your sales team and rehire them as a team of guides.
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