Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, durin
Table of Contents
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
