Teams struggle to find new ways to achieve their targets and improve productivity.
But traditional selling methods are no longer enough to keep up with the market’s demands.
Failing to adapt to the changing market results in lost opportunities, decreasing customer satisfaction, and declining sales results.
However, many sales teams are adopting a new solution that helps them overcome these challenges.
Working together helps sales teams reach their full potential.
What Is Team Selling?
Team Selling is a sales approach that leverages the power of collaboration to drive more sales results.
It involves a group of sales professionals working together on one sales opportunity.
Using collective knowledge, resources, skills, and experience to understand the customer’s problems and solve them from different angles.
By combining the strengths of multiple sales professionals, they can overcome complex challenges and lead to greater sales success.
But this is only level 1 of team selling.
Taking team selling to the next level means involving your whole business in the sales process.
Sometimes for the next big deal to happen, expertise from employees of different departments is needed.
How Does Team Selling Differ From Individual Selling?
Individual selling is a strategy where a single sales professional manages the whole sales process from beginning to end.
Sometimes known as one-on-many sales, every customer is taken through the customer journey by one sales professional.
On the other hand, team selling involves a group of sales professionals responsible for selling a service or product.
In team selling, each member brings unique skills to the table and is responsible for a different aspect of the customer journey.
In traditional sales, there’s no overlap with other departments.
Through selling as a team, every member can focus on what they are best at instead of having to be generalists.
Team selling is proving to be the future of sales, with its many benefits over traditional sales.
Team Selling With LeadDelta
For team selling to be effective, you need to have the right tool for the job.
LeadDelta is specially designed with teamwork in mind hence its collaborative features.
Here’s how to utilize it in your strategy.
Build A Super-Network
Before starting your team’s selling process, your whole team has to create a LeadDelta Workspace and sync all connections.
This will combine all of your networks into one giant database with all the information about your connections.
As you can see, you can check who is connected to who. Some of these connections are even shared among the team (mutual connections).
That’s the key to team selling, knowing who knows who.
Remember, your sales opportunities grow exponentially with every new person in your Workspace.
Creating The Sales Pipeline
No sales process is complete without a working pipeline.
With your Workspace, you can create a custom pipeline with the use of Tags.
Here’s an example pipeline:
Once a connection moves from one stage to the next, simply apply the new Tag and remove the old one.
Besides the pipeline, you should also create Tags for your buyer personas.
Or any type of label your team needs to keep track of in the sales process.
These Tags are shared across the whole team and you can apply multiple Tags to one connection.
Are they a Prospect and a Founder? Apply both Tags.
Establish Team Communication
As said, sales is a team effort, and at the core of teamwork is communication.
- Do you need help with a prospect?
- Did you spot a lead in your teammate’s network and need a referral?
- Are you keeping your team informed of everything said in a meeting?
Or any number of reasons. You need to communicate.
This is easily doable with the use of Notes and Mentions.
Any time you want to write something about a connection (information, tasks, team updates, questions…) you can just write a Note.
These Notes are tied to individual connections making them easy to organize and filter for.
Say goodbye to information being scattered around private chats, CRMs, and sheets.
The best part of Notes and what makes team selling work is Mentioning.
You can Mention your teammates with the “@” operator and they will get notified in which note they were mentioned.
Use this to:
- Ask for referrals
- Include the team in the conversation
- Notify a specific teammate of important information
This creates seamless communication and stores everything in one place.
Finding Leads In The Combined Network
Arguably the most important part of sales is finding new leads.
Here’s where the power of ONE giant network comes into play. A giant network means a huge number of leads.
With so many connections at hand, your team can use filters to hone in on the exact people you are looking for.
Imagine searching for CEOs of Tech companies from the USA.
Enter the right parameters and you will get a list of the exact people you are looking for.
And the best part, these connections are connected with someone on your team, they aren’t complete strangers.
Taking this to the next level.
By using Tags your team can label connections with the “Lead” Tag which you can later filter for, saving you valuable time in searching for leads.
That’s the power of teamwork.
Why Is Team Selling Important?
Problem-Solving Made Easy
One of the biggest challenges in sales is finding solutions for customers’ problems.
This is incredibly challenging for individual sales professionals as they are limited to their own knowledge.
However, when working as a team, the pool of knowledge grows exponentially, making problem-solving easier.
With team selling, when a problem arises, the whole team can jump in and find the best solution fast.
Solving customers’ problems fast leads to more sales and pleasing customer experiences.
Engaged Customers
Relationships and customer trust are the keys to winning more sales.
It is difficult for a single professional to establish a deep connection with customers and understand their needs and expectations.
Most of the time, these relationships don’t go further than pricing and pitching.
People just want to be heard and feel understood.
Here’s where team selling shines with a group of sales professionals engaging a customer from different angles.
Each team member can bring their unique skills, knowledge, and experience to the table, helping the customer feel understood and valued.
This level of engagement leads to higher customer satisfaction and a higher likelihood of a successful sale.
Better Team Cooperation
Team selling requires multiple sales professionals to work together.
This requires excellent collaboration and communication between team members to provide the customer with the correct information and avoid getting in each other’s way.
Each member needs to understand one another and their role as they are making big decisions together.
When everyone is working together, there are fewer chances of mistakes, miscommunication, and better overall performance.
Wider Sales Reach
The first part of any sales process is finding leads interested in what you are selling.
In the beginning, it might be easy, but it becomes harder and harder after some time.
For a sales team to work effectively, they need a constant source of new leads.
What if you could tap into the network of your whole team or, even further, other departments?
With multiple sales professionals combining their networks, it becomes easy to penetrate new markets and reach a wider range of customers.
Breaking barriers of communication becomes crucial in this scenario. By leveraging collaboration tools, sales teams can seamlessly connect and exchange leads, ideas, and strategies across departments.
This enhanced communication fosters a cohesive sales effort, maximizing the potential for expanding market reach and engaging with diverse customer bases.
Level The Playing Field
B2B sales are too complex for one person to handle.
Researching multiple decision-makers, building trust with them, and resolving their objections.
All of these steps take up significant time and effort.
However, with team selling, the workload is divided among multiple team members, allowing each person to focus on what they do best.
One person can build a relationship with a decision-maker, and another may gather important information or answer technical questions.
By leveling the playing field, teams using team selling can take on bigger opportunities and make them more achievable, increasing the chances of closing big deals.
How To Effectively Sell As A Team
If you decide to implement team selling in your business, follow these steps:
- Assign roles and responsibilities – A sales team needs a clear structure to clarify who is responsible for which part of the process. Take into consideration the skills of every team member and what expertise your customer requires.
- Establish communication – Create a system where everyone is informed about the current status of the customer and how information flows throughout the team.
- Create reward and feedback systems – You need to determine how team members will be rewarded based on their part of the process. The team will also need a way of leaving feedback for the process to be constantly improving.
- Use the right tools – Technology is crucial for team selling to be effective. Consider using a CRM tool to manage your customers and communicate with your team.
- Determine your team goals – Your team needs to have one mutual goal to strive for.
- Deploy the system – You don’t need a different team, start off slow and test different approaches until you find what works.
Conclusion
Team selling is a powerful strategy that leverages collective strength and network to drive better results.
From increased conversions to engaged customers, team selling brings many benefits for businesses looking to grow their sales.
If you want to try out team selling strategies, check out LeadDelta workspaces and connect your whole team.
Onboard your team to LeadDelta and enjoy the boost in sales results.
