Innovative Team SellingHow to Leverage Your Resources and Make Team Selling Work
Sales teams have the potential to do great work. Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy. Offers actionable strategies and techniques to improve collaboration, 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 the call Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
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 Needs 119 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
ERIC BARON is a highly acclaimed public speaker and founder of The Baron Group. He has been training business professionals in creative problem solving, innovation, consultative selling, team selling, and sales management for more than thirty-five years. His clients include Fortune 500 companies, the largest financial institutions, and many major insurance companies, consulting firms, and universities. He is an adjunct professor at Columbia University Business School where his popular Entrepreneurial Selling course was twice voted by marketing students as the most applicable course offered.
Sales teams have the potential to do great work. But most do not devote enough energy to understanding meeting dynamics, nor do they possess the process awareness skills that are critical components of effective collaboration, both internally and externally. Many organizations place too much importance on individual success and not enough on the sales team as a whole. They forget to take advantage of the depth of their organizations. But no matter the size of your organization, it's time to place the focus squarely on what will actually make team selling work. Innovative Team Selling shows you how to lead and participate in teams that work together effectively. It offers actionable strategies and techniques to improve collaboration, innovation, and team processes. It explores in depth how teams can work effectively on a day-to-day basis—whether in-person or remotely—to outperform their competition. And it demonstrates how to make outstanding sales calls in teams. Discover ways to leverage your resources to develop and recommend innovative solutions for clients in order to compete effectively in a globalized economy. With field-tested advice broken down into five critical skills categories—interpersonal, communication, presentation, problem solving, and facilitation—you'll learn how to: Put the right members on the sales call Leverage each team member's expertise before, during, and after the call Strategize prior to the client meetings Execute effective team sales calls Debrief honestly to determine how to learn and grow from the experience When sales organizations tap into their collective expertise—when they find the opportunity to collaborate, speculate, and innovate—they can accomplish great things. Make Innovative Team Selling a basic tenet of your organization. Corral your resources and derive innovative solutions that will make your team stand out and win new business.
Praise for InnovatIve Team Selling "I have worked with Eric Baron for more than 25 years—as a colleague, as a client of his, and as a co-consultant. The insights in this book are extremely valuable—in particular in the current world where team selling of complex customer propositions becomes both more central and more challenging at the same time. Bringing together an understanding of consultative selling, team dynamics, and leadership is a powerful combination that will help many teams to dramatically enhance their effectiveness. This book is a powerful tool for anyone who seeks to enhance the effectiveness of selling in today's environment." —David A. Nadler, PhD, Vice Chairman, Marsh & McLennan Companies; author of Champions of Change and Building Better Boards "Fully leveraging sales resources is critical for businesses to succeed in today's dynamic, global economy. Eric Baron explains, in Innovative Team Selling, how sales teams can collaborate to derive innovative solutions to help their clients solve their business problems." —R. Glenn Hubbard, Dean and Russell L. Carson Professor of Finance and Economics, Columbia Business School "Individuals can obviously do great work, but high-performing teams consistently produce better results. Innovative Team Selling explores how sales teams can collaborate to develop innovative solutions for their clients. We've successfully worked with Eric Baron and his team to deliver these concepts to our client-facing professionals. I'd encourage any organization that believes in team selling to consider what Eric has to say." —Karen Peetz, President, BNY Mellon "Eric Baron and his team have helped me dramatically change cultures at Bankers Trust, Bank One, Citigroup, and AmSouth. Training sales teams to collaborate, leverage each other's expertise, and tap into their creativity will impact any sales organization and help them perform beyond their expectations. It is in your interest to learn how to apply the concepts outlined in Innovative Team Selling." —Geoffrey von Kuhn, Managing Director of a large New England Family Office and former head of U.S. Private Bank, Citicorp
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