Selling Teams

By Mike Philie
In June 20, 2008

To secure your place with exisiting and new accounts, you need to develop relationships higher up within these organizations. Your best chance for success lies in having relationships with more than the folks handling the job transactions. Add the need to deliver more than just ink on paper and the skill set of today's successful sales person is rapidily changing.

Most sales organizations though, are ill prepared for the challenge. Perhaps not "the final answer" but an option to try is to enlist selling teams to take on this challenge. These teams can be made up of a door opener (Hunter), someone very good at details and follow up (Farmer) and finally, an individual who excels at getting to the root level of how to best position the company for success. This person knows how to ask the questions that really makes clients think about their business and ultimately, helps you to best position your company for success (Consultant).

Now, the hunter can be one of your sales reps who is very good at identifying opportunities in new or existing accounts and can get that first meeting. The farmer can be a rep who services accounts very well but is not a good prospector. This is also a great opportunity for a new, young rep learning the business. Finally, the consultant is not an outside consultant but is usually a senior person, the owner or the president.

With a targeted list of existing accounts that you want to grow and a hit list of new potential business, get this team set up and let the fun begin! Remember, to achieve things that you've never achieved you need to start doing things that you've never done…give it a try.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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