Introduction
My first book, Selling Is a Team Sport, was published more than 10 years ago. The world has undergone monumental changes since its publication as technology, globalization, and unparalleled competition have made succeeding in business so much more difficult. Innovation is no longer a luxury; it's a necessity for every organization if they want to stay in the game and ahead of their competition. Effective sales teams who understand how to leverage their resources can contribute significantly to any organization as they address the challenges they encounter in this competitive environment.
Organizations are comprised of intelligent, talented, committed, and effective people. We all know that individuals can do great work. But teams outperform individuals. We know that intuitively, and there is tons of research to back that statement up. Of course, there are situations where an individual might outperform a team when given a specific task. But nobody is smart enough to always assign a task to the one right individual who will outperform the team. It just doesn't work that way. Teams do better than individuals, and when they work together well they can accomplish great things.
This is a book about how effective team selling works. Our emphasis is on innovation, collaboration, teamwork, differentiation, and leveraging resources. Sales teams have the potential to do remarkable things. They just need to learn how to reach their potential. The intent of this book is to provide ...
