Category Archives: Team Selling

Salespeople must add business collaboration to their skill set

As B2B sales become increasingly complex with more people involved in the sales cycle, salespeople find themselves in team selling situations more often – requiring adding collaboration to their skill sets. Continue reading

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Sales teams – lessons from the US Open doubles partners

The team sale is becoming increasingly important. In some the sales rep must function as an Account Executive who must marshal and manage alliance partners in order to sale and service the account- the latter is a big deal and tough to get right. 8 tips for improving team selling. Continue reading

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Business development challenge in professional services – role of team selling

Team selling, alone does not guarantee sales success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently leverage the power of team selling. Continue reading

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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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