Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings - Hardcover

Dalis, Michael

Hardcover

ISBN 10: 1259861155 ISBN 13: 9781259861154

Publisher: McGraw Hill, 2017

Synopsis

Build a championship sales team that prepares, practices, and plays in sync―and closes every deal

Gone are the days of meeting a client for lunch, chatting about your product, and closing the sale over dessert. Buyers today look very differently from those of the past. They make networked purchasing decisions by committee, with diverse roles, interests and backgrounds. With access to more information and a greater ability to share it, they demand value, access and alignment from their counterparties.

Sales is now a team sport, and to win you have to build and manage selling squads that work in complete alignment―not just during client meetings, but before and after, as well. In Sell Like a Team, Michael Dalis, a senior consultant at the legendary sales training firm, The Richardson Company, guides you through the process of creating and managing selling squads that execute and win in every sales meeting or pitch.

Winning selling squads are fueled by trust. There is an effective leader and every member knows his or her role. They plan, practice and make adjustments together. During customer meetings, they execute as a unit.  And afterward, they debrief together so they can advance the sale, replicate the high points and eliminate the low ones in future meetings.

In today’s competitive market, the difference between the winner and all the others is a lean at the tape.  There’s a world of difference between teams that are qualified and those that win. This groundbreaking guide provides everything you need to create and organize selling squads that win more and win big.

 

About this title

From the Back Cover:

“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 experts, implementation teams, customer support reps, executives, partner firms, legal representatives - the list of participants in any one deal can go on and on.  Michael provides a clear, logical and easily mastered approach to team selling which will reduce both the time and complexity associated with working together successfully and will lead to winning more business.”
--KELLEY DUNN, VP of Outside Sales, SambaSafety

“As a senior leader in the investment management business, I send our very talented people out every day to earn clients’ trust, grow relationships and to win new engagements.  The challenges are that clients are well informed and have many choices in advisors, all smart, qualified and professional.  My team must be able to answer the “Why us?” question.   Bullet points in a presentation won’t do it, it’s how our people show up, how they demonstrate their teamwork and relevance.  Sell Like a Team is a playbook for helping our great people get aligned with one another so they perform at their best and win when it counts.”
-- ORLANDO ESPOSITO, Executive Vice President and Head of Asset Management Group, The PNC Financial Services Group

“We operate as a global organization with employees, clients, and relationships, doing business in multiple countries.  In order for us to be successful, we come together and collaborate as a team across borders and lines of business...which has its challenges.  What Michael Dalis gives us in Sell Like a Team are powerful insights and valuable tools which prepare our client-facing teams to go to market together.  And also enables our managers to coach them so that we win when it counts.” 
--JED PLAFKER, President and Executive Managing Director, Franklin Templeton International

 

About the Author:

Michael Dalis is a senior consultant, sales coach, and workshop facilitator for The Richardson Company, a global leader in sales training and sales effectiveness. He teaches teams, leaders, sales professionals and subject matter experts how to hone their sales skills and prepare to win high-stakes meetings. Dalis focuses on B2B organizations with a specialty in financial services, consulting, and technology.  He also provides deal coaching to select companies through DRIVE Sales Consulting.

About this edition

• Publisher: McGraw Hill
• Publication date: 2017
• ISBN 10: 1259861155
• ISBN 13: 9781259861154
• Binding: Hardcover
• Edition number: 1
• Number of pages: 304