Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings
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?Through decades of both research and client experience of my own, I know that enabling real team performance is a challenge. So it's not so surprising that it has taken so long to link ?team basics? to sales groups. In Sell Like a Team, Michael Dalis will increase your appreciation for, and show you how to overcome, the challenges of selling effectively with colleagues and partners.? --JON KATZENBACH, Managing Director, PwC, Founder, Katzenbach Center at Strategy& and Co-author of The Wisdom of Teams ?Michael is different kind of sales coach. He has an uncanny ability to connect with sales te...
?Through decades of both research and client experience of my own, I know that enabling real team performance is a challenge. So it's not so surprising that it has taken so long to link ?team basics? to sales groups. In Sell Like a Team, Michael Dalis will increase your appreciation for, and show you how to overcome, the challenges of selling effectively with colleagues and partners.? --JON KATZENBACH, Managing Director, PwC, Founder, Katzenbach Center at Strategy& and Co-author of The Wisdom of Teams ?Michael is different kind of sales coach. He has an uncanny ability to connect with sales teams. He?s had a major impact on me personally. He delivers not only high performance effective tools, but an approach that is very tangible and customized. Michael avoids the generic and addresses head on what it takes to successfully sell in a matrixed environment with multiple stakeholders. His new book, Sell Like a Team, is a classic example of how the right game plan, coupled with the right preparation, elevates highly skilled, high stakes sales teams to new levels. I strongly recommend it.?--JEFF WAGONER, Commercial Leader, US & Canada, GE Capital Industrial Finance ?The ability to create a collaborative, successful sales team is an art form ? one that Michael has distilled into parts that business leaders can readily implement with great results. Sell Like a Team is a must-have roadmap for any organization looking to master today?s ever-changing, high stakes sales environment.?-- JULIE M. HOWARD, Chairman and Chief Executive Officer, Navigant ?This book is long overdue. Countless deals have been lost in the boardroom because sales teams don?t perform as a single unit, because people don?t know their roles, and because teams have not planned and prepared. Sell Like a Team will provide you and your team with the only philosophy and actionable framework you need to win your high value, high visibility dream clients. Use this book as your guide for all team sales calls.? --ANTHONY IANNARINO author, The Only Sales Guide You?ll Ever Need ?My research shows that organizational silos often block skilled professionals from successfully seeing and solving their clients? most important issues. In Sell Like a Team, Michael Dalis gives you the winning game plan for creating teams that inspire client confidence and demonstrate your firm?s ability to collaborate across disciplines.?--HEIDI K. GARDNER, PhD, Distinguished Scholar, Harvard Law School Center on the Legal Profession ?Sell Like a Team is a must read for all Sales Leaders. Michael Dalis combines his strategic vision and sales experience to provide a process for sales teams to use for winning results. He shares sales examples we all can relate to. In our complex world where teams of employees work remotely, in different business units, and in different offices, Michael offers a step-by-step process that enables teams to align and effectively sell together. In the Commercial Insurance arena, teams of underwriting, claims, sales, and loss control will have greater success when they follow the sales strategies outlined in Sell Like a Team. My only disappointment is that he didn't write the book 10 years ago!?-- ANN ZAPRAZNY, Senior Vice President, Erie Insurance?In the world of complex B2B selling at the enterprise level, selling has become a team sport. So many sales reps struggle to marshal internal resources, align with the buying team, and play the role of ?orchestra conductor? effectively, to lead great meetings and move deals forward. That said, if you?re going to listen to someone?s advice to improve your team selling approach, you?re in good hands with Michael Dalis. I know. I?ve worked with Michael; I?ve hired Michael. Pull up a chair and get ready to think about what makes great teams great -- in memorable, actionable ways that you can use to improve your sales results.?--MIKE KUNKLE, Sales Transformation Strategist, TransformingSalesResults.com?Successful selling is no longer about singular displays of proficiency by sole practitioners. The buying landscape has fundamentally shifted to one where committees today define needs and make decisions. Consequently the modern seller, to be successful, must learn how to create, organize, rehearse and execute with a team that works perfectly in unison if he or she is to win. In his book, Sell Like a Team, Michael Dalis provides timely, insightful and practical approaches for effective team selling that are critically needed in today?s complex selling environment.?--JOHN ELSEY, President and CEO, The Richardson Company?Teamwork is essential in the wealth management space. As families have grown more complex, it?s gotten trickier to engage them effectively. A few years ago, I was fortunate to have Michael work with teams of my investment professionals on this type of team-based sales process. My folks were so fired up that word spread to the other professional disciplines across the wealth management business of our major bank. These principles allowed our portfolio managers to become leaders within their wealth management teams, and those teams to work more effectively so that we could both deliver on client expectations and drive results for the bank.?--TIM LEACH, Chief Investment Officer (Retired), U.S. Bank Wealth Management?Creating a team to win a high-stakes sales meeting, whether that means advancing or closing a deal, is more complex than most sales leaders and salespeople realize. Michael has not only done it successfully himself, he uses stories and academic research to break down the process into parts that sales professionals at all experience levels can implement. Sell Like a Team is not only a great read, buying and using this book is short money in that it will help you and your teams win more and win big.?--BOB TERSON, author of Selling Fearlessly?Business-to-business relationships have changed significantly over the last ten years to where the buying decision is diffused across many stakeholders. Sell Like a Team masterfully guides the reader through the sales orchestration process critical to winning in complex sales cycles.?-- IRV GROSSMAN, Executive VP, Americas CHAINalytics?In technology sales, the number of moving parts can be overwhelming. Selling teams are often geographically dispersed, as well as over-scheduled. Subject matter expert
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