Team Sales

What Sunday’s Super Bowl Win Can Teach Your Sales Team

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On Tuesday, I presented an MDM webcast on long-term CRM success, just two days after the Patriots won Super Bowl LI. I couldn’t resist drawing a parallel between a contributor to their success and a characteristic of successful sales teams: teamwork.

The Big Opportunity You May Be Missing to Grow Sales

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In most industrial companies, the service group is an island. The team is in the shop or out in the field. And the interaction the service team has with the sales team is minimal.

But that’s a big missed opportunity.

1 + 1 = 4: Team Selling is the Answer

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Read the previous article in this series on developing a competitive advantage: Profiling is OK When It Comes to Target Accounts

What is your competitive advantage? No, really! What is your competitive edge? Sounds like a simple question, and when asked, most distributors, reps and manufacturers answer pretty quickly and predictably. If your goal is to excel in a competitive market, continuous attention to systems, methods, and processes that offer a competitive edge is essential. This series of articles focuses on areas proven to give companies a real competitive edge, yielding measurable results. These methods and processes must be things you and your team can focus on – and control – internally. Excuses related to external factors such as the economy and industry softness need not apply.

The topic in this article is Team Selling.

A quick question to begin the discussion: Do you believe that your company is focused on and has effectively promoted team selling? Most will probably answer with a quick “Yes.” If I asked myself this question 20 years ago, when I was managing an industrial sales team, I would have said yes as well. Now, with years of study, analysis and, selling experience, I know that the answer should have been a resounding “no.” Our company was not truly focused on effective team selling.


SalesProcess360 Videos featuring Brian Gardner

Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.