The Difference Between Business and Sales Acumen

Описание: Great question that we're often asked is, "What is the difference between sales acumen and business acumen?"

One is more tactical, the other is more strategic. For instance, your company may be using the Challenger sales methodology, SPIN Selling, Solution Selling, and Sandler Selling which ascertain the client's pain or them providing the solution. That's very tactical in its approach and needed — as a sales professional you need a process to move your client through in order to be successful. But the difference between that and business acumen is understanding your client's strategic goals. Particularly, the C-Suite's strategic goals

It's a process of alignment. When you understand your client's strategic goals, you're going to be more successful at aligning your products and services to their strategy and showing how your solutions solve their most pressing problems.

For example, do your research by listening to your customer's latest earnings call, learn the name of their CEO & CFO, listen to analysts' questions, and if they're not public companies, look into companies in their industry. The goal here is to be looked at as a trusted business partner ...not a features & benefits sales rep.

By understanding your client's and prospects' business challenges, you will understand how to help them achieve their goals and earn the right to connect with the senior leaders that drive strategy and authorize budgets.

Recently, I had a conversation with a senior leader of a Fortune 500 company. He told me they teach their reps the following:
“Re-allocate the relationship-building time to research and insight time. Look through their company data to find insights, research the customer, make an impactful statement, and add value right out of the gate. Reps who approach their customers with game-changing concepts for their business will be the winners. ”

Now that's powerful.

Here at Acumen Learning we work with some of the greatest, most recognizable sales organizations on the planet on how to build their business acumen while selling. So whether you use one of the major selling methodologies or not, we can teach your sales team to use our 5-Business Driver model to become that trusted business partner that understands their client's business, understands their strategy, and has earned the right to engage at the highest levels in the organization.

Learn more about our Building Business Acumen for Sales training at https://www.acumenlearning.com/sales-....

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