Why is business acumen key to 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.
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