Being a subject matter expert has its pros and cons. If you can haul your subject interest up the selling hierarchy, you’ll access more power, bigger budgets, and management will love you. Until next quarter. ;-)

It’s a common misnomer: you don’t want to identify as a Salesperson. But guess what? Your customer doesn’t mind what title you have, they just want you to understand them & their business, be knowledgable, and help them with the process. And when you do that, you feel great about your role.

Many businesses hire in sales expertise, crossing their fingers that these seasoned reps can sprinkle a bit of magic sauce and lift the growth rate. But just throwing a product or service into their bag and putting in the field doesn’t create reliable sales. So what are the skills necessary in this changing market?

Your customers are overwhelmed with quality information, and it’s disrupting your pipeline. Buyer enablement is going to be critical for your continued growth.