Objective:

To provide participants the methodology and techniques used with successful Team Selling. To improve the performance of the sales team and demonstrate the value of a cohesive sales team to customers and resellers.

Anticipated Outcome/Benefits:

Participants will learn how to build and use a team selling approach to successfully create high-level “value added” relationships that improve profit margins and keep out competition. Armed with this knowledge, they can effectively participate within their sales team to help shorten the sales cycle on large opportunities, and exceed the reseller’s or customer’s expectations.

Overview:

Team Selling has become an important modern sales strategy. Team selling refers to a group of sales, management and reseller sales and service people, who are assigned the task of working on a specific account or sales opportunity. This activity is discussed in detail with specific examples and real world experiences.

Participants will also learn a process for building bridges at an account before they become necessary. Participants will learn “Executive Bridging” skills necessary to build solid relationships at multiple levels within key accounts. Potential problem areas will be discussed and the methods to avoid them.

Communicating on more levels with client personnel can build loyalty and, many times, keep the competition from gaining a strong hold in an account. Sales teams can uncover new opportunities for their company’s products and services.

Participants will learn why a sales team can shorten the selling cycle at larger opportunities and how to effectively assemble and manage such a team. Sales teams can include any number of individuals from the company and their business partners and resellers.

Format:

1/2 day custom in-house workshop + online webinar

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• Why Executive Bridges Work
• Preparing for an Executive Bridge Meeting
• Executive Bridge Check List
• The Role of The “Salesperson-in-Charge”
• Where Team Selling is Most effective
• Expectations of the Team Members Sales Team Communications – Your Key to Success
• Successful Case Studies and Real Life Experiences
• Personal Action Plan for Next 30 Days
• Knowledge Assessment