BUSINESS ACUMEN FOR SALES SUCCESS

Successful sales professionals understand their partners' business.

SalesBook

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TABLE OF CONTENTS

  1. Top Salespeople Know What Drives Their Customers’ Business

  2. Cash
    1. Cash Tells You Whether a Company Can Survive and Thrive1
    2. Two Vital Cash Measures
    3. Leveraging Cash in the Sales Process

  3. Profit
    1. Profit Gives You Important Clues About a Company’s Staying Power
    2. The Important Profit Measures
    3. Leveraging Profit in the Sales Process
    4. The Income Statement

  4. Assets
    1. Asset Strength: Weathering Storms
    2. Asset Utilization: Generating Returns
    3. Leveraging Assets in the Sales Process
    4. The Important Asset Measures
    5. The Balance Sheet
  1. Growth
    1. Growth Tells You Where a Company Is Headed
    2. Tracking Growth in Key Numbers
    3. Leveraging Growth in the Sales Process

  2. People
    1. Employees: Culture, Engagement, Collaboration
    2. Customers: The Lifeblood of Any Business
    3. Shareholders: Powerful Influencers for Public Companies
    4. Where to Find Clues About People Strategies and Challenges

  3. The Big Picture: Linking the 5 Business Drivers
    1. Shifting Focus and Staying Informed
    2. Shifting with Your Customers
    3.  
  1. 3 Steps for Aligning Your Value Proposition with Your Client’s Business Objectives

  2. Function: What Does the Person You’re Talking to Care About?

  3. Your Customer’s Context: The 5 Business Drivers by Industry

ENDORSEMENTS

“Top producers don’t wing it—they prepare. Business Acumen for Sales Success shows you how to tie your message to the business outcomes executives actually care about. If you want to build more pipeline and close more deals, this book gives you the edge.”

CEO OF SALES GRAVY AND AUTHOR OF SALES EQ Jeb Blount

“Trust is built when salespeople align what they offer with the real business challenges of their clients. In a world flooded with superficial pitches, Business Acumen for Sales Success fills a glaring gap by arming sellers with the clarity, discipline, and insight to speak in the language executives respect. This is more than a sales book—it’s a bridge to credibility, value, and enduring trust.”

BESTSELLING AUTHOR OF THE SPEED OF TRUST AND TRUST & INSPIRE Stephen M.R. Covey

“One of the most common criticisms revenue leaders have about their salespeople is that they lack the business acumen to effectively engage customers. Without a solid grasp of the dynamics of a customer’s business, sellers will always struggle to draw them into the sales process, keep the relationship at a senior level, and successfully navigate tough negotiations. If any of this sounds familiar, the very first thing you should do is have your team read this book cover to cover. It’s the best book on business acumen for sellers I’ve ever read.”

COAUTHOR OF THE CHALLENGER SALES, THE JOLT EFFECT, AND THE ACTIVATOR ADVANTAGE Matt Dixon

“Want to quickly capture—and keep—a business leader’s attention? If so, this book provides a clear and practical framework for engaging executives in a way that builds trust and accelerates decision-making. Well worth a read!”

BESTSELLING AUTHOR OF SELLING TO BIG COMPANIES AND SNAP SELLING Jill Konrath

“Salespeople who create value win. The ability to tie your solution to real business drivers isn’t optional—it’s a discipline. Business Acumen for Sales Success gives you the framework to move beyond product pitches and become the trusted advisor your clients actually need.”

AUTHOR OF THE ONLY SALES GUIDE YOU'LL EVER NEED AND THE LOST ART OF CLOSING Anthony Iannarino
BUSINESS ACUMEN TRAINING

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BBA FOR SALES

Create essential business partners

Building Business Acumen® helps sales teams understand what’s driving your buyers' business to assist them in delivering profitable results.

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EARNINGS CALL DEBRIEFS

Breakdown your customers latest earnings call

Analyze a customer of your choice and model how to prepare for sales calls using your customer’s metrics and their executives’ strategy. Participants learn what to listen for when earnings are released and what to cover on their next sales call.

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