Do you really know your products & services?
Business Trends - #1One of the main drivers is the push to have more subject matter experts within a business.
Consider three different buying personas: an order taker, a salesperson, and a subject matter expert (SME).
The order taker merely takes an order, and provides a price and delivery schedule. That function can be easily performed by Amazon (often with better results).
Of the remaining two personas, which one would you want to encounter as a customer?
Would you want the person with a mission to sell something to you, or the expert who you might be willing to pay to meet with because of their deep expertise?
Which do you have? More importantly, which person do your customers want?