product expertise

 

PRODUCT EXPERTISE

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Being a Finance Director by trade, I naturally started my sales career addressing the needs of CFOs as this was a perfect transition.

 

For a few years I still focused on financial products to progressively extend the scope to a full ERP solution (financials + supply chain manufacturing + human resources). More recently I moved away from this historical domain to encompass a vertical solution for the insurance industry.

 

I realized in the end that if being a domain expert in a field gives you more confidence when talking to a prospect as it is easier to establish a dialog around his needs, it also has some potential drawbacks. Indeed pre-sales are supposed to have this functional talks with the prospect, and the sales rep should empower them to do so, not try to replace them!

 

So in the end I now believe it is not better to be a domain expert to sell, but of course it can help if you are mature enough not to go over the top!

 

 

Product expertise