If You Want Your Sales Team to Be Effective, Focus on Business Acumen
Sales and Marketing Management
DECEMBER 22, 2019
Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. Sellers need business acumen: a customer-specific grasp of business objectives and the metrics a customer uses to measure success. . Sellers need these insights in order to be agile in conversation and adjust their talking points as needed to address the motivations of different executives.
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