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Sell like a team : the blueprint for building teams that win big at high-stakes meetings

Dalis, Michael2017

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Summary

From one of the world's leading sales training firms comes the proven solution to today's greatest challenge in B2B sales. Several factors have driven the growth of team sales, including the rise of committee purchase decisions to reduce individual and organisational risk and greater pressure by selling organisations to cross-sell, which forces salespeople to involve partners from other lines of business. Sell Like a Team answers this new challenge, providing practical, hands-on guidance for winning the group sale. Providing an effective methodology for ensuring everyone is in sync for high-stakes meetings, this detailed guide shows how to lead a successful selling team, from creation through meeting preparation, execution and follow-up.