As buyers become increasingly more sophisticated and informed, salespeople must focus their skill development on business acumen, networking, and exemplary consulting skills, to name a few. Collaborating with internal experts allows the salesperson to focus on the customer relationship and business, while relying on product or technical professionals or other experts to answer questions outside a salesperson’s knowledge areas.
To work most effectively together, salespeople and their internal experts need to apply exemplary consulting skills, including when they communicate with one another and with their customers. This shared skill set enables your organization to demonstrate an elevated presence and professionalism when interacting with customers and facilitates rapport-building and smoother customer engagements.