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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.
The leading job board for professionals involved in the Life Sciences industry, MyDeviceCareer.com connects experienced talent with hiring companies throughout North America.
SalesSelect is an easy-to-use assessment tool that provides Sales Managers a very accurate read on sales applicants’ potential for performance before they hire them.
Covocative provides a web-based Sales Coaching platform that helps sales reps improve sales behaviors and performance
Category Archives: 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
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
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
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
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
The classic team selling trap is not having a team at the meeting but instead simply having two people who happen to be in the same room at the same time. To avoid this trap, there are a couple of useful rules of the road for team calls. Continue reading
Everyone knows it – some because of a leap of faith and some because of experience. A centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing.
If the right message is to be delivered to the right person at the right time, then sales people have to have superior networking skills. They have to be able to determine who’s who, know how to build and maintain relationships, and recognize that each of the key players has a differing view of what constitutes value.
Managing a superior network in a large B2B account requires time, dedication, and skill. There aren’t many shortcuts – five skills are key.
Last month the McKinsey Quarterly took a look at how the best research labs manage their talent. A central thesis of the article is: Talent management isn’t simply about hiring the best; not everyone can. It’s also about managing talent appropriately through the entire employment cycle from selection to development to retention strategies.
We thought the research findings were interesting … and some perhaps could be extrapolated to sales.
With major accounts increasingly we’re seeing more people involved throughout the sales process – from pre-sales support post-sales involvement. And with the increased importance of the “team” in the sales process, they cannot be forgotten when companies launch a sales training effort. The more successful these role players are in the sales process, the more it frees up the sales people to focus on the unique things that they need to do to advance the sale. The morale of the story is: If you are going to play as a team, you need to train as a team.
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.