The Team Selling Solution: Creating and Managing Teams That Win the Complex Sale

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9780071410977: The Team Selling Solution: Creating and Managing Teams That Win the Complex Sale

Selling in the information age requires the coordinated efforts of field reps, senior management, and an army of technical and product specialists.

In The Team Selling Solution, Steve Waterhouse draws upon his vast experience creating sales teams at AT&T, IBM, Xerox, Wyeth-Ayerst, and other industry leaders to provide a highly-accessible, prescriptive guide to creating, developing, troubleshooting, and leading powerful sales teams. Throughout, he enlivens the text with enlightening and entertaining vignettes from industries ranging from advertising to pharmaceuticals to semiconductors.

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From the Back Cover:

Your sales rep calls your factory and asks your chief engineer and your senior marketing manager to fly to Saint Louis for a customer meeting; a vice president asks to be taken in on an account that "looks interesting"; and suddenly, whether you know it or not, you're team selling. But as team selling guru Steve Waterhouse explains in The Team Selling Solution, team selling is more than just bringing a VP along on a sales call or introducing the client to your chief engineer.

In this completely practical and accessible guide, Waterhouse shares the techniques he developed to create world-class sales teams for such leading organizations as AT&T, IBM, Xerox, Wyeth-Ayerst, Coca-Cola, and many others. Drawing upon this vast experience, he demonstrates the power of team selling to cut costs and increase sales, boost revenue per customer, and promote customer satisfaction.

What follows is a step-by-step tutorial on how to build, organize, lead, and contribute to a winning sales team. Illustrating his points with enlightening vignettes drawn from a wide variety of industries, Waterhouse shows team leaders and members how to conduct a well-planned, coordinated effort to satisfy the needs of a group of customer decision makers--in other words, how to win a complex sale.

He introduces the essential components of successful team selling, including:

  • Value selling with teams
  • Team selling tactics
  • Tools for team success
  • Team selling strategies
  • Team performance evaluation

Finally, Waterhouse shows you how to plan and conduct successful team sales meetings; establish and nurture a team culture; and orchestrate client presentations that demonstrate your team's professionalism, commitment, and ability to deliver on your promises.

Team selling involves individuals and groups at every level of the organization--field reps, senior managers, marketers, technical specialists, and product specialists. The Team Selling Solution speaks directly to every team member, helps you understand the team selling process, and gives you the tools and the perspective you need to contribute your very best to a winning sales team.

Steve Waterhouse heads the Waterhouse Group. He is a frequent speaker and consultant whose clients include Sun Microsystems, IBM, Xerox, Chrysler, Wyeth-Ayerst, Coca-Cola, United Airlines, Monsanto, and MCI.

How to build, organize, lead, and contribute to a winning sales team

Whether your organization has adopted the team selling philosophy or you're simply trying to coordinate the efforts of several people to make an important sale, The Team Selling Solution gives you the tools and techniques you need to succeed. Team selling expert Steve Waterhouse shows you, step-by-step, how to create, develop, troubleshoot, and lead a powerful sales team. He helps you define the role of each team member, assess your team's need for leadership, and focus your efforts on value selling--showing customers how they will profit from your solution.

You'll learn how to introduce your non-sales-trained team members to the selling process, discover innovative team selling tactics, and find out how to equip your sales team for success. And you'll also learn how to develop team sales strategies so compelling that your deals close themselves; conduct meetings that result in well-planned, fully coordinated team sales efforts; and establish a team selling culture that identifies and attracts new customers almost automatically.

Effective team selling doesn't just happen, you have to make it happen, and when you do, you'll lower costs, increase sales, and send customer satisfaction soaring. Read The Team Selling Solution and start building your winning team today!

About the Author:

Steve Waterhouse heads the Waterhouse Group. Waterhouse is a frequent speaker and consultant. His clients include AT&T, IBM, Xerox, Chrysler, Wyeth-Ayerst, Coca-Cola, United Airlines, Monsanto, and MCI.

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