I just finished moderating a SMEI teleconference (yup, they do still take place) on Team Selling. The presenter was Steve Waterhouse of Waterhouse Group.
Team selling helps you build your reputation with your prospect. When you build multiple connections between your company and your prospects, you are encouraging communications among all levels (this will help you gain more knowledge of your prospect and can also affect your company's products and services for innovation). Those connections will be hard to break (if a competitor comes in).
Your sales process is seen as the owning process.
Tags: Mish's Playground, Tampoya, Marketing, Waterhouse Group, SMEI, team selling