Category Archives: Team Selling

5 challenges to achieving sales excellence – it’s more important than ever yet harder to achieve

To be a top performer today, a salesperson has to know more and know it at a higher level of competency then ever before. There are no tricks or easy to learn tips for achieving excellence. It is all about constantly working at getting better – having great coaching and superior support from your entire company. Continue reading

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Team selling – lone wolfs no longer reign supreme

Team selling continues to be on the rise. Three reasons for this trend include: transformational market change, availability of technology, and sales management support. Continue reading

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Sales managers – 6 tips to be nimble!

Achieving sales success requires salespeople and sales managers to be nimble. This post shares 6 best practices for being more nimble. Continue reading

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Team selling – the need for more shorter, better meetings

Customer expectations are getting higher – the bar is being raised. Today’s customers increasingly want salespeople to provide new perspectives and real insights … and the trend just will continue. To meet these expectations salespeople will need help. Help will need to come from a variety of sources. One source will be the more extensive use of team selling. Continue reading

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Team selling and the four deadly sins

Team selling can be extremely effective it can also be tough to pull off even with great pre-calling planning. However, this blog shares four traps that occur frequently during a team sales call. Continue reading

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8 best practices for successful team selling

As companies increasingly look to reduce costs they want to leverage their purchasing power. Scenarios like this one represent another type of team selling – salespeople across divisions working together to sell to a customer.

While many companies realize the potential power of sales teams from leveraging their brand to positioning the total capability of their company, many are also not effective at team selling Continue reading

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How much does it cost to win a sale – more than yesterday?

Profit margins are under increasing pressure.
Now, it is safe to say that no one single factor is the cause of this trend. But one deserves particular attention.
Over the last several years customers’ expectations about their suppliers have become higher than in times past. During the sales process vendors are expected to bring real expertise to the party versus just selling products Continue reading

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Team selling – adding an 11th law

Team selling is more prevalent and more important then every. While it might have been a luxury to be good at it; today it’s a necessity. Why? Companies are demanding suppliers have a comprehensive understanding of their industry as well as a background of the issues facing the company – from the get go. A sales person, even a good one, cannot have the breath and depth of understanding required – they need help and team selling is one answer. Continue reading

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Team selling … why more can be less – a sales tip

Team selling increasingly is becoming more prevalent in major sales. And with the rise of team selling comes an interesting question: How can sales calls with multiple people be managed effectively? This blog post introduces several best practices for successful team sales calls. Continue reading

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Ten laws for successful sales teams – A STC Classic

Selling in teams does not guarantee success. As a matter of fact, sales teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently use them successfully. Let’s take a look at the ten laws behind successful sales teams. Continue reading

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