If you are an entrepreneur or a sales professional accustomed to closing deals alone, it probably scares you to death to think about involving your company’s subject matter experts (read–non sales personnel) in a critical sale. Yet the bigger the opportunity, the more the whale’s buyers will want to meet the actual people who will deliver their products and services, not just the sales team or the advance team. For your business development strategy, it’s important to learn how to involve the SMEs in your sales process.
Of interest to me, as I was browsing for clip art to illustrate this post, there are no visuals about “presentation” that include people around a table interacting with one another! All the visuals are of one person standing up at a podium, with or without power point, with everyone else in the room watching passively.
So, you need to do better. And that’s the topic of today’s Whale Hunters Wisdom newsletter: How to Plan a Winning Road Show.
Would love to hear your comments! Please let me know what you think.