Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings

CHAPTER 2

ENTER THE SELLING SQUAD

In the mid-1990s, there was a brief flurry of academic research on the subject of selling teams. Professor Mark Moon of the University of Tennessee and Professor Gary Armstrong of the University of North Carolina, for instance, shed some light into this area and attempted to lay the groundwork for future research in their paper “Selling Teams: A Conceptual Framework and Research Agenda.” (Moon & Armstrong, 1994, pp. 17–30)

Moon and Armstrong felt there needed to be a distinction between what they called “selling teams” and “selling centers.” What Moon and Armstrong called “selling teams” you may recognize today as account teams, or key account teams. Account teams generally have a strategic focus and broad ...