Innovative Team Selling: How to Leverage Your Resources and Make Team Selling Work
Sales teams have the potential to do great work.But most do not devote enough energy to understanding meeting dynamics, nor do they possess the process awareness skills that are critical components of effective collaboration, both internally and externally. Many organizations place too much importance on individual success and not enough on the sales team as a whole. They forget to take advantage of the depth of their organizations. But no matter the size of your organization, it's time to place the focus squarely on what will actually make team selling work.Innovative Team Sellingshows you how to lead and participate in teams that work together effectively. It offers actionable strategies and techniques to improve collaboration, innovation, and team processes. It explores in depth how teams can work effectively on a day-to-day basis—whether in-person or remotely—to outperform their competition. And it demonstrates how to make outstanding sales calls in teams. Discover ways to leverage your resources to develop and recommend innovative solutions for clients in order to compete effectively in a globalized economy.With field-tested advice broken down into five critical skills categories—interpersonal, communication, presentation, problem solving, and facilitation—you'll learn how to:Put the right members on the sales callLeverage each team member's expertise before, during, and after the callStrategize prior to the client meetingsExecute effective team sales callsDebrief honestly to determine how to learn and grow from the experienceWhen sales organizations tap into their collective expertise—when they find the opportunity to collaborate, speculate, and innovate—they can accomplish great things. MakeInnovative Team Sellinga basic tenet of your organization. Corral your resources and derive innovative solutions that will make your team stand out and win new business.