Do you have technical, operations or financial Subject Matter Experts (SMEs) you work with? When was the last time you sought their input on, for example, a deal pursuit strategy? Why and how you should connect with your SMEs on a regular basis...
Do not try to “do it all yourself”
Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value. A huge part of our jobs in selling roles is to orchestrate resources and align them to customers’ interests…engage your SMEs from the start…you are more likely to win. Important note…SMEs can be inside or outside your company.
A brief summary of value your SMEs can provide:
· Provide credibility that you may not have with their peers and executives inside your customers
· Enable conversations on, for example a technical level, you may not be capable of
· Act as a “sounding board” for account strategy
· Develop creative ideas you might not have without their input
Remember, SMEs are most often a shared resource
Get to know your SMEs as early as possible and treat them, as they should be, with respect and gratitude. You want “more than your fair share” of their time? Take good care of your SMEs!
Many SMEs want to be part of the planning and communication with customers. They will naturally gravitate to the people that engage them early in the sales process.
Share the appreciation
When you win a deal an SME has assisted with, be sure to share the appreciation and recognition with them. Since, as the person in the selling role, you are the focal point, it is too easy for the SMEs to be left out of the recognition. Share and you will find SMEs willing to really help you drive business!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
Comments