In the era of WFH, will lone sales wolves lead the pack? It depends on who you ask.
Many top sellers are in fact team sellers, although they have not documented their process, they know how to marshall top talent within their own organizations to increase stakeholder engagement.
By defining a viable team selling plan, prior to engaging additonal stakeholders, you create more potential to initiate the problem solving process after the sales enagement process.
Team Selling involves three basic components:
Let’s break down STEP 1 into an easy process workflow:
For XDR’s teaming with AE’s, what’s needed to define a minimum viable account?
It’s important to know all the attributes that characterize your minimum viable account profile.
Once you’ve validated viable account attributes:
For AE’s teaming with SE’s, how can the demo be delivered to support your internal champion?
Once you’ve validated the internal champions you’re going to collaborate with:
For CSM’s teaming with AE’s, how can you support the sale with customer stories?
Once you’ve validated which customer stories you’re going to market with:
What’s in your team selling playbook? Curious to learn more? Inquire with Outbound Edge for an initial team selling assessment to start to define, align, and then TeamUp with your internal champions.