Boost Sales with Team Selling

Posted on June 24th, 2009 by Keith Ferrazzi

A couple weeks ago on the DC Road Show stop, I gave a talk for Champion Exposition, a premier event planning company. At the event Ryan, my social media correspondent on the tour, had a great conversation with company founder Mark Palm and found out Champion uses team selling with clients, a practice that I recommend in Who's Got Your Back.

Mark’s had great success with team selling and shared with me the top 3 benefits for Champion:

  1. Many people provide the client with service, as opposed to just one. This shows the client that we care.
  2. We have more “ground support” to capture more feedback from the client.
  3. “3 heads are better than one” in the sense that we are able to use information about multiple contacts within the client organization to strategize a sales approach.

Mark also noted that camaraderie and deep personal relationships within his sales team allows them to build personal relationships with clients much more easily. They're able to take clients out in a social setting and bring them “into the fold."

There's an extended version of the WGYB chapter on team selling available for download for those who are interested in pursuing it in their own organizations.

1 comment // In Team Building
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Seven Ways to Be Happier at Work

Posted on June 22nd, 2009 by Keith Ferrazzi

Today Harvard Business offers 7 Ways to Be Happier at Work. My two favorites from the list:

Stop managing and start leading. If you're in management, you need to find ways to motivate and stimulate your employees. How? Stretch their minds. Empower your team by giving them more responsibility, more decision-making power, more autonomy. Equally important: be inclusive. Explain what is happening in the company as a whole and give your employees a broader perspective on how their jobs influence the overall business.

Delegate. One of the most destructive and counterproductive byproducts of the downsizing era is fear — many managers are scared to let go of control for fear that doing so will make them obsolete. I have news for you: if you feel that way, you already are obsolete. Being controlling is bad for business, not to mention bad for your physical and mental health. The best leaders always look for people better, smarter, and more capable than themselves.

4 comments // In Team Building
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