Brief: How to Incorporate SMEs into a Team Selling Environment

Outbound sales

How To Incorporate SMES Into A Team Selling Environment

August 3, 2023

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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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