Monthly Archives: November 2017
Increasing competition is reducing your business’s value proposition. Barriers to entry are falling in all industries, giving rise to new, aggressive players. Companies can no longer rely on branding to drive sales. Customers today seek fast, cost-efficient solutions, and many of these new competitors can deliver on those expectations. However, in their race to the sale, they’re ignoring one of the most pressing issues in sales today: customer interaction.
The Harvard Business Review collected two decades’ worth of data on collaborative working environments. Their conclusion: “The time spent by managers and employees in collaborative activities has ballooned by 50% or more.” Findings like this only spark more questions — namely, what does all that time together accomplish? Ask a coworker, and you’re likely to hear, “not much.”
Excellence in Team Selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than just the salesperson before making a commitment. To manage these moments effectively, salespeople need to ensure that all players are operating at peak performance – individually and as a unit- in those high-stakes meetings.
On November 21st at 2pm EST, Michael Dalis, Richardson Senior Training Consultant will present a webinar with SMM Connect on Winning the Team Sale: Building Selling Teams That Win Big, and we would like to extend an invitation for you to join us.
The webinar topics will include:
Why team selling is a trending topic among top-selling organizations The five stages of fielding a winning selling team The roles that effective salespeople play at each stage How getting great at Team Selling can increase deal size and close rate
We hope that you will join us.