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Rating: 
Summary: Insightful!
Review: Complex sales require teamwork. Salespeople can't do the job alone. A complicated, corporate sale may require the involvement of a team: engineers, researchers, financial experts and salespeople - after all, you are trying to build the level of trust necessary to win and keep a major customer. Many companies fail to adopt the right policies and procedures to form and maintain effective selling teams. They seem to leave it to the folks involved to figure out whether, why, when and how they should work together. Reliance on the spontaneous emergence of teamwork may be a typical approach, but it is hardly the most effective. In fact, managing sales teams is multi-faceted and challenging. The stakes are always high - failure will cost real money - and the personalities that have to come together are often incompatible. We recommend this detailed, practical framework this books offers for creating and leading sales teams. It is straightforward and down to earth. While it does not break startling new ground, it does assemble in one convenient package most of the tried-and-true principles and practices of team selling.
Rating: 
Summary: Bullseye!
Review: Steve Waterhouse knows the need. Sales complexity. Multiple buyers and buying influences requiring a team of sales and sales support resources -- from engineers to product support specialists to the CEO.How can they all work together towards the common purpose of winning the deal? Steve spells it out step by step. I took a bunch of keepers from this book. Proven, practical advise for any sales manager or executive and a great read for that salesperson who just can't seem to get the team behind them...
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