Category Archives: Team Selling

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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Team selling – it’s more than two people in the same room

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

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Five best practices for networking in b2b sales

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.

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Posted in Internal Champions, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Team Selling | Tagged , , , , , ,

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What can we learn about managing sales talent from research labs?

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.
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A lesson from the NBA playoffs

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.
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Ten laws for successful sales teams

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.

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Posted in General Posts, Sales Best Practices, Team Selling, Uncategorized | Tagged , , , ,

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