Sell Like a Team : : The Blueprint for Building Teams that Win Big at High-Stakes Meetings

**Build a championship sales team that prepares, practices, and plays in sync―and closes every deal** Gone are the days of meeting a client for lunch, chatting about your product, and closing the sale over dessert. Buyers today look very differently from those of the past. They make networked purchasing decisions by committee, with diverse roles, interests and backgrounds. With access to more information and a greater ability to share it, they demand value, access and alignment from their counterparties. Sales is now a team sport, and to win you have to build and manage selling squads that work in complete alignment―not just during client meetings, but before and after, as well. In __Sell Like a Team__, Michael Dalis, a senior consultant at the legendary sales training firm, The Richardson Company, guides you through the process of creating and managing selling squads that execute and win in every sales meeting or pitch. Winning selling squads are fueled by trust. There is an effective leader and every member knows his or her role. They plan, practice and make adjustments together. During customer meetings, they execute as a unit. And afterward, they debrief together so they can advance the sale, replicate the high points and eliminate the low ones in future meetings. In today’s competitive market, the difference between the winner and all the others is a lean at the tape. There’s a world of difference between teams that are qualified and those that win. This groundbreaking guide provides everything you need to create and organize selling squads that win more and win big. Introduction Navigating a new external environment The super seller model Enter the selling squad All in or all out Pressure creates diamonds or dust Building selling squads that win A foundation of trust and credibility The build process Create : choosing the puzzle pieces Organize : planning your work together Practice : finding your flow Execute : carpe diem Re-group : coordinating follow-through and growth Creating a more collaborative climate in your organization Special tips for and about senior executives on selling squads Special tips for and about subject matter experts (SME's) on selling squads Hitting the "I.C.E." button Special tips for co-selling with affiliates and partners Selling squads and price negotiations Boosting your selling squad's selling energy Creating a more collaborative culture Your commitments Acknowledgments Bibliography About the author. Showing you how to build a championship sales team that prepares; practices; and plays in syncand closes every deal; this groundbreaking guide provides everything you need to create and organize selling squads that win more and win big. -- Edited summary from book From one of the world’s leading sales training firms comes the proven solution to today’s greatest challenge in B2B sales