Category Archives: Team Selling
How to Get Your Ducks in a Row for Effective Team Selling
Team selling has become a way of life today. Because of the increasing complexity of business, the need for specialists, and the need to match up with players on the client’s team, you will often find yourself involved in team selling. I have been discussing various aspects of team selling in other articles. This article is about selecting the team.
Team Selling: 8 Questions to Select the Right Players and Screen Out the Deadweight
As solution complexity, buyer expectations and competition intensifies, the more likely your sales people and account managers will require additional firepower to help them win business. However, bringing new players, such as product specialists, sales engineers, technical experts and senior executives into a deal increases complexity, risk and cost. While it is important to work as a team and support your people’s success, consumption of scarce, precious resources requires forethought and accountability.