Brief: How to Incorporate SMEs into a Team Selling Environment
Outbound sales
What’s Inside
Increasingly complex business needs means sales professionals must address the nuances behind the customer’s business. Doing so requires a subject matter expert (SME).
However, a selling environment is a new world to the SME. Here we cover ways to incorporate SMEs into a selling team.
In Richardson’s brief, “How to Incorporate SMEs into a Team Selling Environment,” we look at:
- The importance of scheduling extra prep time to help the SME coalesce with the team
- How to develop cues that manage transitions between the sales professional and SME
- Why it’s important to take the time to choose the right SME for the right sale
- How debriefing helps refine the process
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