An engaging solution to a critical business problem.Every business owner or manager has probably wanted to fire his or her sales staff at some point. Improvising on this intriguing prospect, the authors explain that traditional sales methods lead to the sales trap characterized by decreasing sales and marketing alignment, legacy sales behavior, increasingly savvy competition, decreasing profit margins, and sales leadership stagnation. Powerful and well-crafted case studies will resonate strongly with readers who feel that they are indeed trapped with an unproductive sales force. A practical process with measurable results.Lieberman and Keiles provide a step-by-step procedure for reinventing and reinvigorating any sales force. By following their Guided Sales Process, readers will learn how to transform their sales staff into consultants who take the time to understand each and every prospective customer's pains and guide them to appropriate solutions according to the "Five Ds"-namely, Discovery Diagnostics Design Delivery Display Builds on the authors' previous successful work.With Reality Marketing Revolution: The Entrepreneur's Guide to Transforming Your Business by Building a Marketing Machine, Lieberman and Keiles created a loyal following among business practitioners who understand the need for a new approach to sales given the sweeping changes in the media of late. The authors expand the concept of their earlier book by recommending that companies combine sales and marketing team members into a single, cohesive entity called The Revenue Department. This organizational breakthrough, they assert, ensures consistent progress toward sales goals that are measurable, achievable, and sustainable.