eBook Innovative Team Selling: How to Leverage Your Resources and Make Team Selling Work, 1st Edition

  • Published By:
  • ISBN-10: 1118646363
  • ISBN-13: 9781118646366
  • DDC: 658.85
  • Grade Level Range: College Freshman - College Senior
  • 256 Pages | eBook
  • Original Copyright 2013 | Published/Released May 2014
  • This publication's content originally published in print form: 2013
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About

Overview

Most sales teams do not possess the process awareness skills that are critical components of effective collaboration, both internally and externally. Innovative Team Selling places the focus squarely on what is actually and practically required to make team selling work within organizations large and small.  These new skills will be introduced to the reader in five specific categories: Interpersonal Communication Presentation Problem solving Facilitation Eric Baron explores the challenging issue of virtual or remote teams, as well as the increasing challenges of globalization.  He offers actionable strategies to work together effectively, make outstanding team calls, and the team process for debriefing after calls.

Table of Contents

Front Cover.
Other Frontmatter.
Half Title Page.
Title Page.
Copyright Page.
Dedication.
Contents.
Introduction.
1: The Celebration, or Why We Need Sales Teams.
2: Meetings, Bloody Meetings.
3: Easy to Say; Hard to Do … Very Hard.
4: So Who Does What and When?.
5: Now, Let's Get Creative.
6: Adding Structure to the Process.
7: Getting Our Acts Together.
8: It's All about Connecting.
9: You Mean We Have to Sell, Too?.
10: Positioning… A Key Ingredient in Understanding Needs.
11: Just One More Question (or Ten), If You Will, Please.
12: Are They Sales Teams or Needs Development Teams?.
13: Is Anybody Listening?.
14: The Big Day.
15: Okay, So How Do We Do All That?.
16: What Do You Mean You Don ‘t like It?.
17: Bringing Home the Bacon.
18: Onelast Time: It's All about Differentiation.
About the Author.
About the Baron Group.
Acknowledgments.
Index.