Comments on: 10 Essentials: Sales Acumen vs. Business Acumen http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: S. Anthony Iannarino http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-1271 S. Anthony Iannarino Tue, 09 Mar 2010 02:29:45 +0000 http://thesalesblog.com/?p=1073#comment-1271 Thanks, Gregorio! I appreciate it! Thanks, Gregorio! I appreciate it!

]]> By: Gregorio http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-1270 Gregorio Mon, 08 Mar 2010 22:32:36 +0000 http://thesalesblog.com/?p=1073#comment-1270 And this is the reason I read thesalesblog.com. Love the post. And this is the reason I read thesalesblog.com. Love the post.

]]> By: Top Ten Most Popular Posts of 2009 http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-571 Top Ten Most Popular Posts of 2009 Thu, 31 Dec 2009 15:10:02 +0000 http://thesalesblog.com/?p=1073#comment-571 [...] 2. 10 Essentials: Sales Acumen vs. Business Acumen [...] [...] 2. 10 Essentials: Sales Acumen vs. Business Acumen [...]

]]> By: Andrew Rudin http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-405 Andrew Rudin Tue, 08 Dec 2009 14:58:50 +0000 http://thesalesblog.com/?p=1073#comment-405 It's a little hard to separate 'sales acumen' from 'business acumen,' but you make an excellent point that many salespeople struggle because they don't understand how business works. As dry as this sounds, the most valuable B2B sales background is Accounting 101. The challenge is how to apply basic business knowledge to strategy, because product knowledge alone won't cut it. Attend a sales meeting for most technology product developers, and you'll get a feature/benefit dump from the product manager. You can try to take that to the "c-Suite," but somewhere along the line, you'll be asked "How does your offering help me compete in my market?" or "How does this discussion connect with my company's strategic objectives?" More than ever, salespeople need the ability to hold that discussion. An article I wrote on the topic appears on CustomerThink, "A Sales Team Needs More than 'High ROI" and "Low TCO" to Compete." It’s a little hard to separate ‘sales acumen’ from ‘business acumen,’ but you make an excellent point that many salespeople struggle because they don’t understand how business works. As dry as this sounds, the most valuable B2B sales background is Accounting 101. The challenge is how to apply basic business knowledge to strategy, because product knowledge alone won’t cut it.

Attend a sales meeting for most technology product developers, and you’ll get a feature/benefit dump from the product manager. You can try to take that to the “c-Suite,” but somewhere along the line, you’ll be asked “How does your offering help me compete in my market?” or “How does this discussion connect with my company’s strategic objectives?” More than ever, salespeople need the ability to hold that discussion. An article I wrote on the topic appears on CustomerThink, “A Sales Team Needs More than ‘High ROI” and “Low TCO” to Compete.”

]]> By: Anne-Marie Cordeau http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-396 Anne-Marie Cordeau Tue, 08 Dec 2009 02:27:09 +0000 http://thesalesblog.com/?p=1073#comment-396 Valuable content. Thank you for sharing. Valuable content. Thank you for sharing.

]]> By: uberVU - social comments http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-390 uberVU - social comments Mon, 07 Dec 2009 13:30:57 +0000 http://thesalesblog.com/?p=1073#comment-390 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Sales Acumen vs. Business Acumen: The case for fingerspitzengefuhl http://bit.ly/50olvl #sales #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Sales Acumen vs. Business Acumen: The case for fingerspitzengefuhl http://bit.ly/50olvl #sales #salestip…

]]> By: BizSugar.com http://thesalesblog.com/2009/12/10-essentials-sales-acumen-vs-business-acumen/comment-page-1/#comment-387 BizSugar.com Mon, 07 Dec 2009 13:07:55 +0000 http://thesalesblog.com/?p=1073#comment-387 <strong>10 Essentials: Sales Acumen vs. Business Acumen...</strong> The ninth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on sales acumen vs. business a... 10 Essentials: Sales Acumen vs. Business Acumen…

The ninth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on sales acumen vs. business a…

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