Michael S. Dalis - Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings

Successful selling is no longer about singular displays of proficiency by sole practitioners. The buying landscape has fundamentally shifted to one where committees today define needs and make decisions. Consequently the modern seller, to be successful, must learn how to create, organize, rehearse, and execute with a team that works perfectly in unison, if he or she is to win. In his book Sell Like a Team, Michael Dalis provides timely, insightful, and practical approaches for effective team selling that are critically needed in todays complex selling environment.

John Elsey, President and CEO,
The Richardson Company

Sell Like a Team is a must-read for all sales leaders. Michael Dalis combines his strategic vision and sales experience to provide a process for sales teams to use for winning results. He shares sales examples we all can relate to. In our complex world, where teams of employees work remotely, in different business units, and in different offices, Michael offers a step-by-step process that enables teams to align and effectively sell together. In the commercial insurance arena, teams of underwriting, claims, sales, and loss control will have greater success when they follow the sales strategies outlined in Sell Like a Team. My only disappointment is that he didnt write the book 10 years ago!

Ann Zaprazny, Senior Vice President,
Erie Insurance

In the world of complex B2B selling at the enterprise level, selling has become a team sport. So many sales reps struggle to marshal internal resources, align with the buying team, and play the role of orchestra conductor effectively, to lead great meetings and move deals forward. That said, if youre going to listen to someones advice to improve your team selling approach, youre in good hands with Michael Dalis. I know. Ive worked with Michael; Ive hired Michael. Pull up a chair and get ready to think about what makes great teams greatin memorable, actionable ways that you can use to improve your sales results.

Mike Kunkle, Sales Transformation Strategist,
TransformingSalesResults.com

Teamwork is essential in the wealth management space. As families have grown more complex, its gotten trickier to engage them effectively. A few years ago, I was fortunate to have Michael work with teams of my investment professionals on this type of team-based sales process. My folks were so fired up that word spread to the other professional disciplines across the wealth management business of our major bank. These principles allowed our portfolio managers to become leaders within their wealth management teams and those teams to work more effectively so that we could both deliver on client expectations and drive results for the bank.

Tim Leach, Chief Investment Officer (Retired),
U.S. Bank Wealth Management

Creating a team to win a high-stakes sales meeting, whether that means advancing or closing a deal, is more complex than most sales leaders and salespeople realize. Michael has not only done it successfully himself, he uses stories and academic research to break down the process into parts that sales professionals at all experience levels can implement. Sell Like a Team is not only a great read, buying and using this book is short money in that it will help you and your teams win more and win big.

Bob Terson, author of Selling Fearlessly

Business-to-business relationships have changed significantly over the last 10 years to where the buying decision is diffused across many stakeholders. Sell Like a Team masterfully guides the reader through the sales orchestration process critical to winning in complex sales cycles.

Irv Grossman, Executive VP, Americas,
CHAINalytics

In technology sales, the number of moving parts can be overwhelming. Selling teams are often geographically dispersed, as well as overscheduled. Subject matter experts, implementation teams, customer support reps, executives, partner firms, legal representativesthe list of participants in any one deal can go on and on. Michael provides a clear, logical, and easily mastered approach to team selling that will reduce both the time and complexity associated with working together successfully and will lead to winning more business.

Kelley Dunn, VP of Outside Sales,
SambaSafety

As a senior leader in the investment management business, I send our very talented people out every day to earn clients trust, grow relationships, and win new engagements. The challenges are that clients are well informed and have many choices in advisers, all smart, qualified, and professional. My team must be able to answer the Why us? question. Bullet points in a presentation wont do it, its how our people show up, how they demonstrate their teamwork and relevance. Sell Like a Team is a playbook for helping our great people get aligned with one another so they perform at their best and win when it counts.

Orlando Esposito, Executive Vice President and Head of Asset
Management Group, The PNC Financial Services Group

We operate as a global organization with employees, clients, and relationships, doing business in multiple countries. In order for us to be successful, we come together and collaborate as a team across borders and lines of business... which has its challenges. What Michael Dalis gives us in Sell Like a Team are powerful insights and valuable tools that prepare our client-facing teams to go to market together and also enable our managers to coach them so that we win when it counts.

Jed Plafker, President and Executive Managing Director,
Franklin Templeton International

Through decades of both research and client experience of my own, I know that enabling real team performance is a challenge. So its not so surprising that it has taken so long to link team basics to sales groups. In Sell Like a Team, Michael Dalis will increase your appreciation for, and show you how to overcome, the challenges of selling effectively with colleagues and partners.

Jon Katzenbach, Managing Director, PwC, Founder, Katzenbach
Center at Strategy&, and coauthor of The Wisdom of Teams

Michael is a different kind of sales coach. He has an uncanny ability to connect with sales teams. Hes had a major impact on me personally. He delivers not only high-performance effective tools, but an approach that is very tangible and customized. Michael avoids the generic and addresses head-on what it takes to successfully sell in a matrixed environment with multiple stakeholders. His new book, Sell Like a Team, is a classic example of how the right game plan, coupled with the right preparation, elevates highly skilled, high-stakes sales teams to new levels. I strongly recommend it.

Jeff Wagoner, Commercial Leader, US & Canada,
GE Capital Industrial Finance

The ability to create a collaborative, successful sales team is an art formone that Michael has distilled into parts that business leaders can readily implement with great results. Sell Like a Team is a must-have road map for any organization looking to master todays ever-changing, high-stakes sales environment.

Julie M. Howard, Chairman and
Chief Executive Officer, Navigant

This book is long overdue. Countless deals have been lost in the boardroom because sales teams dont perform as a single unit, because people dont know their roles, and because teams have not planned and prepared. Sell Like a Team will provide you and your team with the only philosophy and actionable framework you need to win your high-value, high-visibility dream clients. Use this book as your guide for all team sales calls.