How Business Acumen Impacts Sales Success
Well, the reason business acumen is so important for salespeople, is because their primary job is to work with people - their clients, their prospects, and the people they are hoping to sell to. They need these skills in order to be successful.
Clients are coming to you as a resource to help them succeed in what they're trying to accomplish. As a salesperson, if I don't know:
- what they're trying to accomplish
- what success looks like to them
- what their executives are saying around this topic
if I don't understand:
- what the community (Wall Street for example) is saying about this organization
- where their gaps are
- where their successes are
Then I've failed my client.
The days of being able to just sell a widget based solely on price competition, those days are over. Especially in B2B sales. Now, it is much more about a consultative sell, right? It's about knowing their business, helping their business, demonstrating how my product can help them achieve their goals and meet their needs.
Are you looking to improve business acumen for your sales team? Check out our Building Business Acumen for Sales Training.
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