{"id":658,"date":"2007-02-14T08:30:50","date_gmt":"2007-02-14T14:30:50","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-team-selling-approach\/"},"modified":"2007-02-14T08:30:20","modified_gmt":"2007-02-14T14:30:20","slug":"the-team-selling-approach","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-team-selling-approach\/","title":{"rendered":"The Team Selling Approach"},"content":{"rendered":"<p>This article &#8211; <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=7&#038;Layout_ID=612&#038;ARTid=2798&#038;nDate=February+13%2C+2007\" target=\"_blank\">Sell Your Team on Team Selling<\/a> &#8211; from Selling Power&#8217;s Pharmaceuticals Newsletter approaches a trend we are seeing in spades these days.<\/p>\n<blockquote><p>&#8220;The greatest benefits from a team selling approach are what I call just-in-time factors,&#8221; he says. &#8220;That includes just-in-time technical expertise to address complex and\/or outside the box inquiries, decision making to solidify the deal without self-imposed company decision making delays, and the confidence gained by being a team, especially from internal support from the potential purchaser or user.&#8221; <\/p><\/blockquote>\n<p>The &#8220;team&#8221; typically is composed of a single sales rep along with members from other departments (i.e. engineering, financial, operations, production, etc.). In today&#8217;s world, this approach makes sense. The team acts like a mini-extension of the company and places the right people in the midst of the prospect&#8217;s decision process.<\/p>\n<p>A critical topic to observe in a team-selling environment:<\/p>\n<blockquote><p><strong>The person responsible for closing the deal, typically the sales rep, should be the team leader.<\/strong> <\/p><\/blockquote>\n<p>I&#8217;ve sold in a team sale before and it is key to establish the sales rep as the point person on the call. Think of them as a point guard in basketball &#8211; they will distribute the ball to the right person at the right time.<\/p>\n<p>I bring this topic up because part of my experience was selling with an engineer. This is no small feat. Engineers like to solve problems while displaying their knowledge. This approach is death to qualifying an opportunity. The salesperson needs to qualify the needs, budget, decision process and so forth <em>before<\/em> the solution gets formulated. That process seems to be a difficult delay for many engineers. I learned that you need to do a pre-call strategy meeting and stick to your plan in front of the prospect.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>This article &#8211; Sell Your Team on Team Selling &#8211; from Selling Power&#8217;s Pharmaceuticals Newsletter approaches a trend we are seeing in spades these days. &#8220;The greatest benefits from a team selling approach are what I call just-in-time factors,&#8221; he says. &#8220;That includes just-in-time technical expertise to address complex and\/or outside the box inquiries, decision making to solidify the deal without self-imposed company decision making delays, and the confidence gained by being a team, especially from internal support from the potential purchaser or user.&#8221; The &#8220;team&#8221; typically is composed of a single sales rep along with members from other departments (i.e. engineering, financial, operations, production, etc.). In today&#8217;s world, this&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-team-selling-approach\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9,5],"tags":[],"class_list":["post-658","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","category-trends"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-aC","jetpack-related-posts":[{"id":617,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-selling-sales-manager-paradox\/","url_meta":{"origin":658,"position":0},"title":"The Selling Sales Manager Paradox","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"We here at The Hire Sense are diehard hockey fans so pardon my analogy. Jacques Lemaire is the head coach of our Minnesota Wild. As head coach, he is obviously in charge of running practices, developing players, coaching during the game and, ultimately, winning games. He does all this without\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":811,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/","url_meta":{"origin":658,"position":1},"title":"The Need To Cross-Sell Accounts","author":"Derrick Moe","date":"April 9, 2007","format":false,"excerpt":"Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.\u00a0 Prospects expect knowledgeable salespeople to call upon them - the basic information they can (and probably have) learn from your website.\u00a0 ManageSmarter.com offers this article - Cross-Selling Takes\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1394,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/selling-you-can-always-get-better\/","url_meta":{"origin":658,"position":2},"title":"Selling-You Can Always Get Better","author":"Derrick Moe","date":"January 28, 2008","format":false,"excerpt":"ManageSmarter.com offers this article - If You Want to Improve, Train Your Brain - regarding the need for salespeople to have a broader skill set in today's market.\u00a0 That is a trend we have seen over the past few years and one that is sure to expand. Ok, I know\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1074,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/team-selling\/","url_meta":{"origin":658,"position":3},"title":"Team Selling Today","author":"Lee Fratzke","date":"July 17, 2007","format":false,"excerpt":"We are experiencing a seismic shift of the sales process as it moves from a single salesperson calling on prospects to to a team-based approach. A recent article at Selling Power lays out the roles the varies team members should play. The article comes from The Fisherman's Guide to Selling:\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":391,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/walking-with-dinosaurs\/","url_meta":{"origin":658,"position":4},"title":"Walking With Dinosaurs","author":"Derrick Moe","date":"October 25, 2006","format":false,"excerpt":"Desperately Seeking Sales Stars is a long article from Sales & Marketing Management's online edition. There is much in this article to dissect, but I will focus on some key points. First, don't do this: \"There are various [hiring and assessment] tools out there, but I still tend to be\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":935,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-selling-ceo\/","url_meta":{"origin":658,"position":5},"title":"The Selling CEO","author":"Derrick Moe","date":"May 18, 2007","format":false,"excerpt":"CareerJournal.com's Company Leaders Are Spending More Quality Time With Customers covers a timely topic in today's market - CEO's directly involved in the selling process.\u00a0 We have seen this change in our mid-sized customers for the past few years.\u00a0 This article provides a good example - the CEO for Intel\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriterthesellingceo-7d28bw-salesperson7.jpg?resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/658","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=658"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/658\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=658"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=658"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=658"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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