Team selling can increase the odds of growing your business. However, it is not without risks. If you have a targeted account with a higher level of complexity or one with multiple decision influencers, having a few select team members with clearly defined roles and responsibilities to assist the sales cycle may be essential to capture the business.
Role clarity is key. Only one individual on the team can “own” the account relationship. The relationship owner should introduce subject matter experts to assist in the sales cycle only when and as needed. Subject matter experts will add credibility and substance to the discussions which will be viewed as value-add by the client. The experts should also help the relationship owner develop the value proposition and proposal.
Team selling can be an effective sales and growth strategy if used properly. It provides a window for your client to see the depth and breath of your organization, while enabling your business to have multiple sets of eyes and ears when engaging in a sales cycle. This technique should produce a benefit-rich proposal that differentiates you from your competitors.