April 14, 2022
Topic: Get to the Next Level with Cross-functional Sales Teams
Guests: Dan Gordon & Donnie Shelton
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:
PMP Industry Insiders Podcast Episode 63: "How to Get Your Techs to Sell"
Sales trainer: Pat Quigley at Sales Training by Design
Lead generation software: LeadNow
Company communication platform: Slack
Forbes article: "How Psychological Safety Actually Works"
Notable: "Most companies leave a boatload of opportunities on the table when it comes to servicing customers." —Donnie Shelton
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