Selling with Others

...joint sales meetings need to be managed carefully if they are to live up to their potential.

Bringing a colleague with you -- whether it's your manager, a subject expert, another member of the team, or the new salesperson who just joined the company--can potentially make your sales meeting much more effective. However, joint sales meetings need to be managed carefully if they are to live up to their potential.

When you introduce your colleagues on a joint call, emphasize why it is important that they have been able to come along. For example, "I'm delighted Susan could join us -- she has been working on these kinds of problems for 15 years.

ACTION POINT: Use joint calls when they will enhance the sales meeting.