Subject Matter Experts: The Hot New Sales Tool and How to Use Them

Janek Performance Group

A SME is someone who is an expert in a particular area or field – in the business world, they’re sometimes called technical experts or sales support. In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their own.

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Best Business Phone Systems: 35+ Tools to Keep You Smilin’ and Dialin’

Sales Hacker

It also means they have a wide variety of tools at their disposal, depending on the provider they choose. The providers we’ve listed as the best demonstrate a dedication to equipping businesses with the tools they need to collaborate, communicate with clients, and move their companies to the next level. Built-in collaboration tools. Collaboration tools include call group, call monitoring, live chat , file sharing, online meetings, and video conferencing.

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The CEO Tour: What I Learned Walking in our Customers Shoes

OnePageCRM

Inset: Some of the team at Birchwood Price Tools. Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global.

The CEO Tour: What I learned Walking in our Customers Shoes

OnePageCRM

Inset: Some of the team at Birchwood Price Tools. Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success. Last autumn, I set out on a 30-day trip around the UK, in a motorhome the likes of Jamiroquai’s , with a crucial message to deliver — for SMBs around the world it’s time to think global.

Introducing the Guru Card Template Gallery

Guru

Writing down everything you know about a process, tool, skill or product? Even as an SME (subject matter expert) the documentation process can feel daunting. We’ve all been there. Staring at a blank document, cursor blinking as if to say, “why haven’t you started writing yet?”

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The ultimate sales guide to setting and discussing pricing

OnePageCRM

Bundle tools that increase customer success. Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices.

EmployAbility Galway increases new hires by 87% since using OnePageCRM

OnePageCRM

We work in a collaborative work setting, but just didn’t have collaborative tools and now we do with OnePageCRM.”. Looking for a proven sales tool to help you close more deals? Case study Featured Inside Sales SMB / SMELike many other recruitment services, the team at EmployAbility Galway knew they needed a better way to coordinate and build a process around employer interactions. This was necessary in order to increase placements and overall productivity.

OneLaw increases productivity and gains momentum using OnePageCRM

OnePageCRM

It’s a useful tool to help us forecast and be more proactive when moving a sale forward.”. Looking for a proven sales tool to help you close more deals? Case study Featured Inside Sales SMB / SME B2B sales close sales Sales sales cycleThe management team at OneLaw (A Legal practice management software company) believed there was a better way of streamlining their daily operations and decided to do a complete company-wide systems overhaul.

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Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Used to evolve direct and channel sales professionals from antiquated features / function / price selling, to modern solution selling techniques, Alinean value-based interactive sales tools have been proven to reduce the time it takes to develop credible assessments and business cases from days to an hour or less, reduce discounting and increase deal size by 20%, reduce sales cycles by 30-40%, drive channel partner loyalty, and increase the competitive success rate of proposals by over 60%.

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Pricing Strategies for Your Product or Service [Ultimate guide]

OnePageCRM

Bundle tools that increase customer success. Looking for a proven sales tool to help you close more deals? Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices.

Enterprise Marketing Strategy: 3 Challenges to Avoid as You Scale

Zoominfo

One of the more difficult enterprise marketing challenges is making sure your technology stack — your ERP, CRM, and MAT tools — can connect complex, org-wide processes. How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel?

The Ultimate Guide To Email Marketing For SMES

Pipeliner

Whether you are operating a small or medium enterprise in your locality, you have to maximize the use of digital tools to get sales. As an SME, you have a very personal relationship with your customers. Email marketing is a targeting tool.

What Is The Right Structure For Your B2B Marketing Team?

Zoominfo

These days, the marketing team is able to operate at a much broader capacity, and to do so, we’ve hired more subject matter expertise (SME) within specific focus areas. Putting together a B2B marketing team kind of feels like assembling a superhero group.

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A Critical Mistake In Handle Prospecting Objections

The Pipeline

There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. “ As an SME, you have to understand your target’s role, function, contribution to their organization, accountabilities, role-based basis, and how and what difference you have made to others in their place.

How You Can Build the Perfect SMB Sales Strategy

Zoominfo

What is the Difference Between SMB and SME? With sliding-scale monthly subscriptions being more available, SMBs are now able to acquire SaaS and many other cool new digital tools.

Artesian Help Triodos Bank Make Money Work For Positive Change With CBILS

Artesian Solutions

In the long term our hope is that Artesian will become an invaluable tool for Triodos Relationship Managers as they grow new business and build relationships with organisations that will help the World forge a path towards a more resilient future.”.

Artesian Help Triodos Bank Make Money Work For Positive Change With CBILS

Artesian Solutions

In the long term our hope is that Artesian will become an invaluable tool for Triodos Relationship Managers as they grow new business and build relationships with organisations that will help the World forge a path towards a more resilient future.”.

Letting Your Prospects Train You

The Pipeline

The expanding toolkit applies to more than tools we use to prospect. Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans. By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education.

Getting On The Right Timeline

The Pipeline

There is an alternative to this passive “Wait Till They Are Ready” approach preached by many pundits and vendors with tools to help you wait. As an SME, you can begin to influence, change timelines, be their emotional favourite and more. By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better.

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Finding Clarity of Virtual Context during Virtual Meetings

One Millimeter Mindset

I am a member of SME, ASQ, SHRM and the National Speakers Association. My playbook of communication tools and methods, Do YOU Mean Business? Determine the clarity of virtual context before and during virtual meetings.

Push and Pull In Sales

The Pipeline

Ignoring the tools and resources you may want to utilize, there only three things that are going to happen; You’re going to lift it (in this case maybe a crane, so will move to the next). The more and better they recognize and accept your SME status, the more effective you will be. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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Throwing Storytelling Spaghetti against the Wall does not Stick

One Millimeter Mindset

I am a member of SME, ASQ, SHRM and the National Speakers Association. My playbook of communication tools and methods, Do YOU Mean Business? Are you throwing storytelling spaghetti at employees and clients? Hoping they glean whatever message they can?

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Is Discipline-Specific Terminology creating Storytelling Barriers?

One Millimeter Mindset

I am a member of SME, ASQ, SHRM, ATD and the National Speakers Association. My playbook of communication tools and methods, Do YOU Mean Business? Today, let’s work on how your dependence on discipline-specific terminology creates storytelling barriers.

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Pack Your Prospecting Call With Things to Unpack During Discovery

The Pipeline

If you can’t talk product, and you’re an SME, you must speak about your area of expertise. We do offer our clients our 360 Degree Deal View ; it is indeed more about the discipline than the tool. ( By Tibor Shanto. While it is true that the only reason for a prospecting call is to set up the first formal interaction, there is so much more that can be accomplished. Most are focused on and working on getting that primary directive right.

Compelling Client Stories are We Stories not Me Stories

Babette Ten Haken - Human Capital & Industrial IoT

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? We Stories create the most compelling client stories.

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The New Normal: An Overused, But Valid Phrase To Describe Our Future of Distance Learning And Virtual Training Software

Lessonly

Digital learning tools have always been valuable for businesses, schools, nonprofits, etc. If the employee has a question about part of the training content, they can submit their question to the respective subject matter expert (SME) through that button.

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Social Communication is not ever Permission to Sell

One Millimeter Mindset

leadership and communication skillsets, tools and strategies for today’s and tomorrow’s digitally transforming industries. She is a member of SME, ASQ, SHRM and the National Speakers Association. Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees.

Why Storytelling Confidence grows Your Professional Credibility

One Millimeter Mindset

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? Developing storytelling confidence moves you one millimeter forward, beyond remaining professionally comfortable.

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CMO: Are you going to have a job in 2014

Sales Benchmark Index

Sales enablement tools can’t get a cursory review. Technical sales reps or SME’s. Discovery: Consider the following forms of discovery before starting your solution selection: Buyer Interviews & surveys (everyone listed above) – what do they need, how will they use the tools, what problem are you solving for? You’re completing 2013 and building your marketing strategy for 2014.

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Purpose-Driven Stories move beyond Quotas and KPIs

One Millimeter Mindset

I’m a member of SME, ASQ, SHRM and the National Speakers Association. Get started with my playbook of communication tools, Do YOU Mean Business? Telling purpose-driven stories engages strategic partners and clients. Because these stories do not sound like the quota- and KPI-driven stories they hear from other professionals. Even when these professionals are their own internal colleagues. Now, you may not feel that your functional role involves telling stories. Yet, think again.

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2 Ways Time-Starved Organizations Can Kick Virtual Sales Training Into High Gear

Allego

Because many salespeople spend so much time using programs such as Salesforce, it’s imperative to plug training content into these tools to make topics easily discoverable.

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2 Ways Internal Client Experiences are key to External CXs

One Millimeter Mindset

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. What is the role of internal client experiences in creating extraordinary external client experiences (CX)? Customer experience seems to be on everyone’s mind these days. Paying lip service and talking the talk is different than consistently walking the walk.

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Does Cupcake Sprinkles Storytelling convince Clients? Part 1

One Millimeter Mindset

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools, Do YOU Mean Business? Is your cupcake sprinkles storytelling strategy convincing clients to do business with you? The purpose storytelling serves is more than business garnish. Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? The same way you always have done?

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Develop Storytelling Confidence to avoid Shapeshifting Stories

One Millimeter Mindset

I am a member of SME, ASQ, SHRM and the National Speakers Association. My playbook of 16 communication tools, Do YOU Mean Business? Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it.

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[New Data] RFP Automation a Must for High-Performance Sales Teams in 2020

Hubspot Sales

While sales proposals may seem like a formality, they are another sales tool for closing deals. Depending on the complexity of your organization, this SME shoulder-tapping will happen quite frequently. Every day you want to progress toward achieving positive sales performance.

Refresh with this Mid Year Professional Innovation Blog Post Review

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Take a mid year professional innovation break! Refresh and recalibrate your brain. This midyear professional innovation blog post review reflects the top 5 blog posts that readers find most relevant, valuable and impactful to their professional development trajectory.

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Sales Training Programs: 3 Best Approaches to Increase Your Sales

LeadFuze

They’re very effective because they give employees the tools and training to succeed. The rise of the SME salesforce. What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively.

Artificial Customer Conversations beget Artificial Customer Experiences

One Millimeter Mindset

Listening strategies and tools for the voice of the customer can produce skewed insights. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? Simply because of where, and to whom, your organization is listening. Are customers talking to bots and responding to prompts via digital interfaces? To purchase or complain?

Why Exit Interviews provide a Customer Experience Reality Check

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. She is a member of SME, ASQ, SHRM and the National Speakers Association. OK, exit interviews are tough. However, conducting them is one of the best ways to gauge the validity of customer experience (CX) survey results. Let’s face it. No one likes to recall their epic business fails.

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Uncomfortable Business Stories are Client Retention Stories

One Millimeter Mindset

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools, Do YOU Mean Business? Do you tell uncomfortable business stories to your clients and colleagues?