The sale is often made by more than one person... whether people like to sell with others and whether they don’t, it’s a fact of life that if you are a sales person who wants to close deals and drive results you’re going to have to sell with others...
Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings from Richardson Senior Consultant and State Street alumnus, Michael Dalis, explores the importance of being able to sell in team scenarios.
Significant technology advances in recent years have enabled customers to gain information about their options faster – and without you. In addition, economic instability, geopolitical concerns, corporate scandals, and public relations blunders have created mistrust and heightened attention to risk and return on investment. Clients now arrive at meetings and calls ready to give all of their stakeholders a voice and wanting to look behind the curtain to the people in your organisation who will own the work after the sale.
The book details the process from creating and organising a team for a sales call to leading the team in practice sessions, executing the call, and regrouping after. It explores the distinct roles that the sales lead must assume throughout the process to make the moment in front of the customer impactful.
Sell Like a Team bridges theory and practical application by including tools and worksheets throughout that empower sellers to make immediate changes and drive immediate results.
According to Michael:
“You know those moments where you are a part of a team that’s working. It’s clicking. You’re visually connected. You’re not marching through a pitch book, page-by-painful-page…The reality is that you can have more of those meetings, but you have to do it as a process.”
Sell Like a Team is now available on Amazon and Barnes and Noble.
About the Author
Michael Dalis specialises in working with sales leaders and technical experts across a wide variety of industries, including financial services and management consulting. Michael brings over 30 years of practical insights on winning leadership and sales techniques to his training engagements. He believes that giving client-facing professionals and their leaders a clear and proven approach is the key to driving higher and more consistent results.
Prior to joining Richardson, Michael spent more than 20 years with State Street Corporation, where he contributed to the company’s success in numerous ways. Most recently, as Managing Director for U.S. Sub-Advisery Services with State Street Global Advisers (SSGA), one of the largest investment companies in the world, he developed and executed a strategic plan to build third-party distribution business with insurance and mutual fund companies, wealth management companies, and defined contribution (DC) platforms. Over eight years he led this business, with assets under management growing from 6,259,520,00 pounds to more than 62,595,200,000 pounds. He built, developed, and managed a team of professionals covering sales, relationship management, and client support.
Previous to his work in the third-party distribution channel, Michael was an institutional salesperson and relationship manager, as well as a channel manager for SSgA’s business with non-profit organisations. Michael built and managed client relationships with leading non-profit organisations.