Team selling refers to collaboration between groups of salespeople - across account management, technical sales, solutions architects, and subject matter experts - required to orchestrate complex, enterprise sales.
It enables presenting complete solutions tailored to multifaceted needs, handling intricate objections, coordinating implementation, and ensuring successful delivery. Team selling fosters internal teamwork and external customer consensus.
Relying on individual reps alone often falls short on enterprise deals. Coordinated team selling ensures broader capabilities to assess customer needs, craft intricate solutions, gain executive buy-in, and drive adoption. However, team sales management, compensation, and playbook alignment poses challenges requiring strong leadership. The trust and collaboration built through team selling strengthens partner-level customer relationships.