What do you know about team selling? What are the advantages to approaching sales from a team position? In today’s episode, you’ll hear from Trish Bertuzzi, founder and CEO of The Bridge Group and author of The Sales Development Playbook. Listen in to hear what Trish has to say about what team selling models look like, what the benefits of the team selling approaches are, and how you can start thinking about team selling as an option in your business.

Episode Highlights: 

• What team selling means
• What a team selling model looks like
• Hybrid roles
• How to start looking at team selling as an option
• Different versions of team selling
• Developing a team sales strategy that makes sense for you
• What account hierarchy looks like
• The continuity of team selling
• What you can learn from being part of a team
• Why you need to think differently about your selling model
• Where sales goes from here

Resources: 

Trish Bertuzzi

The Bridge Group

Following up is a vital part of the sales process that is often overlooked. Are you following up when you should be? What are the best strategies for following up? What method of follow up is most popular – and is the most popular method really the best method? To learn more, listen to today’s episode in which you’ll hear from Jeff Shore, who’s recently released a book geared toward giving you the information that you need to know about the importance of and best practices for follow up.

Episode Highlights: 

• Why Jeff wrote his new book, Follow Up and Close the Sale
• How the book is organized
• What follow up isn’t
• What follow up is for
• How follow up shows customers how much we care
• The strategy of follow up
• Why email shouldn’t be the number one method of follow up
• Jeff’s definition of the lead conversion hour
• How to get immersed in the follow up process
• The story of Bill Porter
• The knee of the curve

Resources: 

Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

Over the years, it’s become more and more obvious that the subscription model is a viable business model for any number of products and services. How can you develop a membership mindset? What can successful subscription models teach you about sales? Today’s guest is the expert on the subject. Listen in to hear from Robbie Kellman Baxter, author of The Membership Economy and the new book The Forever Transaction. In today’s episode, Robbie discusses her background and qualification, what she knows about cultivating good customers, and what listeners can do to get started on a membership mindset. 

Episode Highlights: 

• How Robbie came to be an expert in her subject
• Parallels to the SAAS world in Robbie’s process
• B to C companies vs B to B companies
• How Robbie decided to write her book
• Where to get started with a membership mindset
• Indicators of good customers
• Putting customers on a path to success
• Whether surveys important at looking at where clients are
• Top three things listeners can do to get started
• The difference between customer support and customer success

Resources: 

Robbie Kellman Baxter

The Forever Transaction