Team Selling 2010


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Team Selling 2010

  1. 1. Team Selling By Ken Merbler ©
  2. 2. Why Team Selling? <ul><li>Client needs a complex solution to solve a business problem where few companies or individuals have all the capability and expertise to address the clients challenge. The team (Internal or External) provides : </li></ul><ul><li>Needed resources </li></ul><ul><li>Unique contribution </li></ul><ul><li>Required creativity for solution development </li></ul><ul><li>Prior good experiences at the client </li></ul><ul><li>“ Best of Breed” – Brings the “A” Team </li></ul><ul><li>Different companies with either product or service expertise </li></ul><ul><li>Financing capabilities </li></ul><ul><li>Customer prefers a team approach </li></ul>©
  3. 3. Partner Selling Benefits <ul><li>Client relationships </li></ul><ul><li>Gathering information about opportunities </li></ul><ul><li>Developing a competitive solution </li></ul><ul><li>Using Your partners strengths </li></ul><ul><li>Industry experience of partners </li></ul><ul><li>Risk sharing </li></ul><ul><li>Have delivery accelerators </li></ul><ul><li>Global sales and delivery capabilities </li></ul>There are many benefits to working with partners that need to be considered when we are developing our account sales strategy such as: ©
  4. 4. Team Selling Challenges? <ul><li>Company culture match </li></ul><ul><li>Combine sales processes – risk evaluations, profit models, etc. </li></ul><ul><li>Company vocabulary – same word, but depth of delivery may be different </li></ul><ul><li>examples: IT Strategy – HP infrastructure & Deloitte where to put the </li></ul><ul><li>data center (taxes, etc.) </li></ul><ul><li>Team Alignment </li></ul><ul><li>Sales tools – us of CRM systems, etc. </li></ul><ul><li>Executive Alignment </li></ul><ul><li>Understanding each members reward system </li></ul><ul><li>Joint value proposition </li></ul>There are many challenges to working with partners that need to be considered when we are developing our account sales strategy such as: ©
  5. 5. Working With Partners- Making It Work <ul><li>Develop a “Lessons Learned” reference book to accelerate teaming </li></ul><ul><li>Have your legal group develop teaming agreements and contracting </li></ul><ul><li>agreements – If you have a repeating partner develop a set of standard </li></ul><ul><li>agreements, etc. </li></ul><ul><li>Hold quarterly executive review meetings with partners where you do repeat </li></ul><ul><li>business to maintain alignment </li></ul><ul><li>Measure the return on your teaming investment </li></ul><ul><li>Develop a “Teaming Model Playbook” to have a place to start the discussion </li></ul><ul><li>when sales opportunities are developed </li></ul><ul><li>Develop a standard sales/pursuit work plan that can be modified for each </li></ul><ul><li>sales opportunity – team communication is critical (internally or externally) </li></ul>Making the teaming approach work requires lot’s of work and adds a layer of complexity to the sales and delivery effort. Some ideas to consider to make your effort repeatable and faster are as follows: ©
  6. 6. Don’t Forget The Client Experience says that you can so caught up in teaming or partnering that you forget to keep listening to the client. Some critical steps to avoid this problem are as follows: <ul><li>Client needs to buy-in to the benefits of teaming and your teammate </li></ul><ul><li>Both partner sales leads need to meet frequently with the client </li></ul><ul><li>Continuous team briefings needs to happen </li></ul><ul><li>Joint delivery team needs to be kept updated </li></ul><ul><li>Having successful joint sales and delivery examples is a big plus </li></ul><ul><li>Change of client requirements is to be anticipated and the team needs to </li></ul><ul><li>be very agile and flexible to adjust quickly </li></ul>©
  7. 7. Summary <ul><li>Teaming to sell and deliver a product or service requires prior thinking to make certain your effort has a chance to be successful. The team can be an internal or external group. Remember the following when teaming: </li></ul><ul><li>Usually for complex sales and delivery efforts </li></ul><ul><li>Is your partner compatible? </li></ul><ul><li>Preparation, preparation and preparation is required to be successful </li></ul><ul><li>Will my company benefit from teaming or partnering? </li></ul><ul><li>Will the client benefit from my teaming effort? </li></ul><ul><li>Does my company know how to partner? </li></ul>©