Selling Is a Team Sport: Turn Your Whole Organization Into a Living, Breathing, Selling Machine

by Eric Baron

Book Overview

Organize Your Whole Company for Sales SuccessThe old sales paradigm: R & D developed the product; the sales force sold the product. The new sales paradigm: The sales force, R & D, executives, Web... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0761525300
• ISBN13: 9780761525301
• Release Date: August 2000
• Publisher: Prima Lifestyles
• Length: 320 Pages
• Weight: 1.00 lbs.
• Dimensions: 1.1" x 5.8" x 9.0"

Customer Reviews

Universally Applicable - Not Just For Sales Teams

As a Human Resource Consultant, I am always looking for new ways to help organizations design and manage teams most effectively. In Selling Is a Team Sport, Eric Baron provides practical, applicable information that transcends the "sales team" and can easily be applied to all teams. In a very readable and humorous style, Mr. Baron offers his knowledge-based experience on how to obtain workable skill sets in such areas as: team building, problem-solving, needs assessment, facilitation, listening, questioning, action planning and closing. Each of these areas readily translates to all of our everyday interactions- whether it be in a team setting or on an individual basis. The applicability of this book is readily apparent, for example, the reported facts from focus groups about what "buyers" want. "Buyers" wants can easily be translated to facts about what people want in their interactions. The acronym CREST and its translation presented in Mr. Baron's book is a wonderful mnemonic to strengthen quick acquisition of these sensible approaches to dealing with people. Charts, diagrams, anectodal experiences and text make the lessons being taught by Mr. Baron easily acquired and remembered. I thoroughly enjoyed the learning experience I had when reading Selling Is A Team Sport.

A book with impactful, practical applications

As a professional that has been part of the sales process from a direct sales, sales management, and marketing role I found this book to be very impactful. It offers insightful and pragmatic processes and skills that can be applied by anyone associated with the sales process. Whether you are a sales manager, a technical support professional, a product manager, or the line salesperson I think that you will find some valuable information.I thought the processes regarding the successful facilitation of a "team" sales call to be especially interesting.