Hunt Big Sales Blog 4 Tips for Leveraging Subject Matter Experts

Guest Faculty Post by Jennifer PalusIncluding a SME (subject matter expert) in your sales process is a very smart move. The SME has additional expertise and can often explain ideas with more depth and clarity than you can. The SME can help interpret your prospect's business challenges and concern. You can often enable your expert to talk directly to the prospect's expert in their own language.Because a SME can relieve prospect fears and confirm client purchase decisions, they add to your credibility and are a valuable resource, if you prepare and use them correctly.Tip #1. Give your SME context and a goal. Preparing the SME is the salesperson's responsibility. Don't just hop in the car and assume they know what you need. A SME is an expert - but not in sales! - she needs to understand the players on the prospect's side of the table and the role you want her to play. Explain the personalities and opinions, not just the org chart. For example, if you are hoping use your CFO to convert a resistant VP of Finance, make sure you provide context and the VP's past objections. Most importantly, explain what "success" looks like for the SME, e.g., "If you can help Linda decide to sign off on the pilot program, that's a win."Tip #2. Set guardrails for interaction with the prospect.Sometimes a SME gets so excited to be part of a sales process that they talk a little too much or even try to negotiate the sale.The post 4 Tips for Leveraging Subject Matter Experts appeared first on Hunt Big Sales.