Sales Support Essentials
for Experts

Enabling and accelerating sales through expertise.

For solution engineers, sales consultants, subject matter experts, and any other technical resource who interacts with customers.

Don’t send technical professionals into customer conversations before they take this course!

CURRICULUM

Getting Started as a Subject Matter Expert

Aiding and Accelerating the Sales Process

Your marketing and sales teams may be exceptional, but they will be better with the help of great subject matter experts. Experts must help their organizations grow sales. We start with the things that make SMEs powerful sales assets and trusted revenue creators.

Start

There are a few things to spell out. What is an expert, expertise, expert performance, and subject matter expert?

Motive

Becoming an expert is hard, but the world is rarely changed by the ordinary, the good enough, or the commonplace. Experts must have capacity, tenacity, strength, and courage. 

Historic Gems

Humans have exerted persistent efforts toward excellence throughout recorded history. There are some essential ideas from the past that experts should understand today.

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The Top Objectives

Contrary to popular belief, the objective of an expert is not to answer questions. The primary objectives of any SME in the selling process is to establish trust, determine mutual vision, and ensure delivery. This is where everything starts, and typically, where everything ends.

Trust

The first objective of a subject matter expert in a sales scenario is to establish trust. If there is no trust, there will be no sales.

Vision

It is proven that experts can see things other people cannot. Therefore, experts must align what the customer wants with what you and your company can deliver. Expert vision is key to sales success.

Delivery

The third objective of a SME is to ensure delivery. At the end of the day, when the dust settles, delivery is what the client will remember. Did your company deliver a solution to their unique problem?

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Scholarship for Experts

Researchers and corporate leadership have been studying expertise for decades. How do people judge experts? What determines if a person is an expert, or not? Who decides? How do you ensure people accept your expertise? How is expertise developed?

Dreyfus and Dreyfus

People progress from novice to expert in five steps and across five dimensions. These are the key metrics for measuring and managing experts.

Sternberg

All expertise can be subdivided into four distinct types: practical, analytical, creative, and wisdom-based. This pyramid model is ideal for SMEs.

Ericsson

Anders Ericsson was one of the preeminent researchers of expertise and expert performance. He is the author of deliberate practice, the proven technique for expert development.

Dunning and Kruger

Unskilled people are proven to be poor judges of ability. SMEs must cope with people who have superficial knowledge.

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Dynamics, Power, and Risk

People seek experts for reassurance and for help avoiding risk. If there is no risk then there is no need for an expert. What risks make your expertise valuable? How to you maximize your influence as an expert?

Confidence

Unskilled people are proven to be poor judges of ability. SMEs must cope with people who have superficial knowledge.

Power

Psychologists claim there are seven types of social power in the world. Expert power is one of them. Experts can wield exceptional influence.

Risk

The interplay between a layperson and an expert revolves around risk. Experts, more than anyone else, have a special relationship with risk.

Risk
Management

Without risk there is no need for experts. Risk is your  Consequently, experts must be masters at risk management.

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SMEs and the Sales Funnel

The sales funnel represents the customer’s journey through the buying process. It captures progress from being a complete stranger, to loyal customer and advocate. This section of the course enumerates the SMEs different and progressing influence with each stage of the funnel.

Participation

If SMEs do not participate in the sales funnel then they cannot influence customers. It is easy for experts to be excluded from customer conversations, here’s why.

Awareness

SMEs are unique and compelling instruments during customer awareness.

Interest

When a customer shows interest there are 10 things an SMEs should do.

Decision

Six ways SMEs can help customers make the right decision and buy.

Action

Delivery is the top priority and SMEs are often central to delivery.

Retention

Experts, more than others, keep the customer happy and coming back.

Advocacy

When an SME is the customer’s advocate, the customer often becomes the expert’s advocate in return.

NPS

And finally, experts can and should increase your company’s Net Promoter Score.

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Wrap up

We need more experts, and we need better experts. Our products and services are increasing in sophistication and complexity. Our problems are getting bigger and more challenging. Our world is filled with pain and problems. The world is rarely changed by the ordinary, the good enough, or the commonplace. No, changing the world requires experts, —people with tremendous capacity, tenacity, strength, and courage. Experts can make a profound difference in the world and they should.

Register for the course now!