Baron Innovative Team Selling

How to Leverage Your Resources and Make Team Selling Work
1. Auflage 2013
ISBN: 978-1-118-64550-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Sales teams have the potential to do great work.
Most sales teams do not devote enough energy to meeting dynamicsand process awareness. The skills related to this arecritical components of effective teamwork, collaboration andinnovation, both internally and externally. Innovative TeamSelling places the focus squarely on what will actuallymake team selling work within organizations large and small. Itoutlines how to help your teams master new skills in five specificcategories: interpersonal, communication, presentation, problemsolving, and facilitation. Author Eric Baron also explores thechallenging issue of leveraging resources to develop innovativesolutions for clients in order to compete effectively in aglobalized economy.
* Offers actionable strategies and techniques to improvecollaboration, innovation and team processes
* Demonstrates how to put the right members on the sales call,and how to leverage their expertise before, during and after thecall
* Explores in depth how teams can work effectively on aday-day-day basis to outperform their competition
* Author Eric Baron is founder of The Baron Group and is a highlyacclaimed public speaker and has spoken to hundreds oforganizations, trade associations and industry groups throughouthis career; he is also an adjunct professor at Columbia BusinessSchool where he teaches his very popular course, EntrepreneurialSelling Skills to second year MBAs
Innovative Team Selling shows you how to lead andparticipate in teams that work together effectively; strategizeprior to the client meetings; make successful team sales calls; anddebrief honestly to determine how to learn and grow from theexperience.

Autoren/Hrsg.

Baron, Eric

Inhaltsverzeichnis

Introduction xi
1 The Celebration, or Why We Need Sales Teams 1
2 Meetings, Bloody Meetings 13
3 Easy to Say; Hard to Do . . . Very Hard 25
4 So Who Does What and When? 39
5 Now, Let's Get Creative 53
6 Adding Structure to the Process 65
7 Getting Our Acts Together 79
8 It's All About Connecting 89
9 You Mean We Have to Sell, Too? 103
10 Positioning . . . A Key Ingredient in Understanding Needs119
11 Just One More Question (or Ten), If You Will, Please 131
12 Are They Sales Teams or Needs Development Teams? 145
13 Is Anybody Listening? 159
14 The Big Day 173
15 Okay, So How Do We Do All That? 185
16 What Do You Mean You Don't Like It? 201
17 Bringing Home the Bacon 217
18 One Last Time: It's All About Differentiation 229
About the Author 241
About The Baron Group 243
Acknowledgments 245
Index 247

Über Autor(innen)

ERIC BARON is a highly acclaimed public speaker andfounder of The Baron Group. He has been training businessprofessionals in creative problem solving, innovation, consultativeselling, team selling, and sales management for more thanthirty-five years. His clients include Fortune 500 companies, thelargest financial institutions, and many major insurance companies,consulting firms, and universities. He is an adjunct professor atColumbia University Business School where his popularEntrepreneurial Selling course was twice voted by marketingstudents as the most applicable course offered.