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Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain commitments, most of the time the ability to obtain commitments is reinforced or enabled by the salesperson’s business ac Read More

With fewer resources sales leaders need to become more strategic in how they grow their business. Many have chosen to move in a more business and customer focused direction. The challenge is how to do it. Read More

Business acumen is a critical skill to help sales organizations meet their sales objectives. Here are 5 common pitfalls to avoid. Read More

Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. Read More

Business Acumen has been identified by sales leaders as the critical sales skill in order to compete and win in the new era of leaner and meaner sales forces. Read More

Declining sales has forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. Read More

Recently published research suggests that the average tenure of a sales manager is now just eighteen months! These are pretty alarming findings, and during the course of this sixty minute debate, we not only intend to discover the facts underpinning theses results, but also discuss how management i Read More

Is a lack of business acumen within the ranks affecting your sales? Sales leaders can’t ignore the issues any longer. Read More

Research shows that the one characteristic that successful people have in common is that they continually set goals for themselves. Do what successful people do. Here's how Read More

Happy holidays! Are you feeling like the “Grinch” again? I know that it is very difficult to down size your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? Read More