Description

Book Synopsis

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 Sellingplaces 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, 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

Innovative Team Selling

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    A Hardback by Eric Baron

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      Book details

      Publisher John Wiley & Sons Inc
      Published 21 June 2013
      ISBN-13 9781118502259
      978-1118502259
      ISBN-10 1118502256

      Description

      Book Synopsis

      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 Sellingplaces 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, 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

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