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.

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