Episode 76

April 14, 2022

Topic: Get to the Next Level with Cross-functional Sales Teams

Guests: Dan Gordon & Donnie Shelton

Click here to listen.



In this episode we discuss:

  • What is a cross-functional sales team?

  • How creating a team-approach to sales provides accountability and improves performance

  • Why cross-functional selling improves communication between the office and the field

  • Why Donnie says most companies leave a lot of money on the table

  • How Dan says some companies sell millions of dollars of revenue just on technician leads

  • Why you need a process that encourages technicians to pass along leads to CSRs or sales team members

  • Using photos and videos are a powerful sales tool

  • Why to focus on cross-functional selling as a short-term program, not do it year-round

  • Why Donnie likes teams of 5-8 people

  • Why you need to include incentives, make it fun and encourage competition

Resources mentioned:

Notable: "Most companies leave a boatload of opportunities on the table when it comes to servicing customers." —Donnie Shelton

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