Brief: How to Incorporate SMEs into a Team Selling Environment
Outbound sales
Written by: Ben Taylor, MBA, Content Marketing Manager, Richardson
Published: August 3, 2023
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