Innovative Team Selling

Eric Baron 지음

Wiley 2013년 05월 08일 출간

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책소개

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 processesDemonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the callExplores in depth how teams can work effectively on a day-day-day basis to outperform their competitionAuthor 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 MBAsInnovative Team Sellingshows 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.

목차

Introduction xi1 The Celebration, or Why We Need Sales Teams 12 Meetings, Bloody Meetings 133 Easy to Say; Hard to Do . . . Very Hard 254 So Who Does What and When? 395 Now, Let&'s Get Creative 536 Adding Structure to the Process 657 Getting Our Acts Together 798 It&'s All About Connecting 899 You Mean We Have to Sell, Too? 10310 Positioning . . . A Key Ingredient in Understanding Needs 11911 Just One More Question (or Ten), If You Will, Please 13112 Are They Sales Teams or Needs Development Teams? 14513 Is Anybody Listening? 15914 The Big Day 17315 Okay, So How Do We Do All That? 18516 What Do You Mean You Don&'t Like It? 20117 Bringing Home the Bacon 21718 One Last Time: It&'s All About Differentiation 229About the Author 241About The Baron Group 243Acknowledgments 245Index 247

작가정보

저자(글) Eric Baron

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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#45;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.