{"product_id":"innovative-team-selling-isbn-9781118502259","title":"Innovative Team Selling","description":"\u003cp\u003e\u003cb\u003eSales teams have the potential to do great work.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMost sales teams do not devote enough energy to meeting dynamics and process awareness.  The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. \u003ci\u003eInnovative Team Selling\u003c\/i\u003e places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOffers actionable strategies and techniques to improve collaboration, innovation and team processes\u003c\/li\u003e \u003cli\u003eDemonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call\u003c\/li\u003e \u003cli\u003eExplores in depth how teams can work effectively on a day-day-day basis to outperform their competition\u003c\/li\u003e \u003cli\u003eAuthor Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eInnovative Team Selling\u003c\/i\u003e shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine  how to learn and grow from the experience.\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e1 The Celebration, or Why We Need Sales Teams 1\u003c\/p\u003e \u003cp\u003e2 Meetings, Bloody Meetings 13\u003c\/p\u003e \u003cp\u003e3 Easy to Say; Hard to Do . . . Very Hard 25\u003c\/p\u003e \u003cp\u003e4 So Who Does What and When? 39\u003c\/p\u003e \u003cp\u003e5 Now, Let’s Get Creative 53\u003c\/p\u003e \u003cp\u003e6 Adding Structure to the Process 65\u003c\/p\u003e \u003cp\u003e7 Getting Our Acts Together 79\u003c\/p\u003e \u003cp\u003e8 It’s All About Connecting 89\u003c\/p\u003e \u003cp\u003e9 You Mean We Have to Sell, Too? 103\u003c\/p\u003e \u003cp\u003e10 Positioning . . . A Key Ingredient in Understanding Needs 119\u003c\/p\u003e \u003cp\u003e11 Just One More Question (or Ten), If You Will, Please 131\u003c\/p\u003e \u003cp\u003e12 Are They Sales Teams or Needs Development Teams? 145\u003c\/p\u003e \u003cp\u003e13 Is Anybody Listening? 159\u003c\/p\u003e \u003cp\u003e14 The Big Day 173\u003c\/p\u003e \u003cp\u003e15 Okay, So How Do We Do All That? 185\u003c\/p\u003e \u003cp\u003e16 What Do You Mean You Don’t Like It? 201\u003c\/p\u003e \u003cp\u003e17 Bringing Home the Bacon 217\u003c\/p\u003e \u003cp\u003e18 One Last Time: It’s All About Differentiation 229\u003c\/p\u003e \u003cp\u003eAbout the Author 241\u003c\/p\u003e \u003cp\u003eAbout the Baron Group 243\u003c\/p\u003e \u003cp\u003eAcknowledgments 245\u003c\/p\u003e \u003cp\u003eIndex 247\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eERIC BARON\u003c\/b\u003e is a highly acclaimed public speaker and founder of The Baron Group. He has been training business professionals in creative problem solving, innovation, consultative selling, team selling, and sales management for more than thirty-five years. His clients include Fortune 500 companies, the largest financial institutions, and many major insurance companies, consulting firms, and universities. He is an adjunct professor at Columbia University Business School where his popular Entrepreneurial Selling course was twice voted by marketing students as the most applicable course offered.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSales teams have the potential to do great work.\u003c\/b\u003e But most do not devote enough energy to understanding meeting dynamics, nor do they possess the process awareness skills that are critical components of effective collaboration, both internally and externally. Many organizations place too much importance on individual success and not enough on the sales team as a whole. They forget to take advantage of the depth of their organizations. But no matter the size of your organization, it's time to place the focus squarely on what will actually make team selling work. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eInnovative Team Selling\u003c\/i\u003e shows you how to lead and participate in teams that work together effectively. It offers actionable strategies and techniques to improve collaboration, innovation, and team processes. It explores in depth how teams can work effectively on a day-to-day basis—whether in-person or remotely—to outperform their competition. And it demonstrates how to make outstanding sales calls in teams. Discover ways to leverage your resources to develop and recommend innovative solutions for clients in order to compete effectively in a globalized economy. \u003c\/p\u003e\u003cp\u003eWith field-tested advice broken down into five critical skills categories—interpersonal, communication, presentation, problem solving, and facilitation—you'll learn how to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003ePut the right members on the sales call\u003c\/li\u003e \u003cli\u003eLeverage each team member's expertise before, during, and after the call\u003c\/li\u003e \u003cli\u003eStrategize prior to the client meetings\u003c\/li\u003e \u003cli\u003eExecute effective team sales calls\u003c\/li\u003e \u003cli\u003eDebrief honestly to determine how to learn and grow from the experience\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWhen sales organizations tap into their collective expertise—when they find the opportunity to collaborate, speculate, and innovate—they can accomplish great things. Make \u003ci\u003eInnovative Team Selling\u003c\/i\u003e a basic tenet of your organization. Corral your resources and derive innovative solutions that will make your team stand out and win new business.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989428224229,"sku":"NP9781118502259","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118502259.jpg?v=1761784064","url":"https:\/\/k12savings.com\/products\/innovative-team-selling-isbn-9781118502259","provider":"K12savings","version":"1.0","type":"link"}