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subject matter experts Archives | Tartan Marketing

Subject matter experts

Forbes says subject matter experts are the new rainmakers. We agree.

By | Sales Insights | No Comments
In a recent Forbes article on the 10 trends that will drive business success in 2017, subject matter experts (SMEs) topped the list of what will grow revenue for B2B companies.

Seems obvious, doesn’t it? We all know a few great sales people who can go beyond just schlepping a product—people who work hard to understand customers’ pains and problems, and can align product and service solutions to address them. Of course, our challenge as sales and marketing leaders is that only about 20% of sales people have been in the industry long enough and intuitively get how to demonstrate subject matter expertise.

Imagine what could happen if your other 80% could solve customer problems like your top performers do. How would that change the game? How would it affect your ability to achieve results?  Read More