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• Archive: The ability of sellers to form teams that add value and present a compelling case to buyers is no longer optional but is required in today’s complex sales environment.For many sellers, executing a successful team presentation might feel like the luck-of-the-draw, but this is simply not the case.
• Richardson Sales Performance Senior Consultant and Trainer Michael Dalis demystifies team selling in his new book Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings.Team Selling Skills Unlock RevenuePrior to the great recession and the proliferation of online information sources, team selling was often limited to blockbuster business-to-business sales pitches, but now every sales person in every industry must have the ability to form an effective team to win business.
• In fact, according to Harvard Business Review, “… the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today.”Sell Like a Team offers practical insights into the importance of developing the ability to form effective selling teams that are comprised of both sellers and non-sellers.According to Dalis:“… As sellers, we tend to focus on getting our salespeople ready.
• The sale is often made by more than one person … I’ve got to have a senior person, a subject matter expert, and a technology specialist come and join me.
• They haven’t had sales training, but they are going to contribute to my success or failure in closing this deal … Whether people like to sell with others and whether they don’t, it’s a fact of life that if you are a sales person who wants to close deals and drive results, you’re going to have to sell with others, and I wanted to help those people who were on that same mission.”Learning to “Sell Like a Team” is Easy When You Know the ProcessBeyond answering the “Why” Dalis’ “Sell Like a Team” answers “How,” the book describes the process for forming and preparing a team for a presentation.