Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings https://www.mheducation.com/cover-images/Jpeg_250-high/1259861155.jpeg?404URL=https://shop.mheducation.com/mhshopweb/images/no_cover_140.png
Table of Contents

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Program Details

Foreword

Preface

Introduction

PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT

CHAPTER 1 The Super Seller model

CHAPTER 2 Enter the selling squad

CHAPTER 3 All in or all out

CHAPTER 4 Pressure creates diamonds…or dust

PART II: BUILDING SELLING SQUADS THAT WIN

CHAPTER 5 A foundation of trust and credibility

CHAPTER 6 The Build Process

CHAPTER 7 CREATE: Choosing the puzzle pieces

CHAPTER 8 ORGANIZE: Planning your work together

CHAPTER 9 PRACTICE: Finding your flow

CHAPTER 10 EXECUTE: Carpe Diem

CHAPTER 11 RE-GROUP: Coordinating follow-through and growth

PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION

CHAPTER 12 Special tips for and about senior executives on selling squads

CHAPTER 13 Special tips for and about subject matter experts on selling squads

CHAPTER 14 Hitting the “ICE” button

CHAPTER 15 Special tips on co-selling with affiliates and partners

CHAPTER 16 Selling squads and price negotiations

CHAPTER 17 Boosting your selling team's selling energy

CHAPTER 18 Creating a more collaborative culture in your organization

CHAPTER 19 CONCLUSION: Your commitments

Bibliography

Acknowledgments

Index