Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings
In the new sales book Sell Like a Team: The Blueprint for Building Teams That Win Big at High-Stakes Meetings, 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.
In this video, Michael Dalis explains the importance of building team selling skills in the modern sales environment.
For more information about how your team can start to sell like a team download the eBook: Winning the Team Sale here
The book details the process from creating and organising a team for a sales call including:
- How to lead sales call practice sessions
- Tips to effectively execute the call
- Strategies for regrouping for continuous improvement
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.”
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-Advisory Services with State Street Global Advisors (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 $8 billion to more than $80 billion. 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.