Business Acumen for Sales

Achieving the next level of sales success

Previously, in order to close a sale, sales professionals built a relationship, diagnosed needs, translated product features into customer benefits and asked for the sale.  Today, customers get most of their product and application information from the Internet—meaning that selling is tougher for sales professionals, who must now add value to each customer’s business and must work with the selling firm to achieve mutual goals.  Throw into the mix the need to assess customer strategy, create customised solutions and build synergistic relationships and that takes a special kind of business acumen.

What you will cover:

  • Financial reports
  • Cash flow
  • Working knowledge of financial ratios
  • Connections between activities and strategic and financial customer issues

Who should attend:

  • Sales leadership wanting a common business and financial language and understanding within their team
  • Sales professionals needing to raise their customer conversations to the next level of business
  • Sales enablement to appreciate the business impact a product or service has with customers
  • Other staff contributing to successful sales outcome (engineering, operations, etc)

Learning outcomes:

  • Create customer and business financial profiles
  • Be able to position your products and services in a new way
  • Use the language of business more effectively
  • Build higher-level strategic relationships
  • Predict the impact of forecasting and discounting on your customer’s and your own businesses

This course is right for you if:

You need to take your sales conversations to the next level or manage salespeople, amongst the ninety percent who can’t successfully understand financial statements or articulate customers’ key financial drivers.

Your employer will benefit because:

You become more of a trusted business advisor who can work alongside customers to improve their business.  In this collaborative environment, selling means cultivating and nurturing a business partnership, beyond simply fulfilling a need.

Cost of doing nothing:

  • Your focus will continue to be limited to only your own and competitor’s offerings
  • Customers will gravitate towards salespeople who understand their true business problems
  • Your salespeople will continue to fail to find ways to make a positive change to the customer’s financial picture

Why act now:

  • Change the dynamic relationship between seller and buyer
  • Your specialist offering and business knowledge becomes a strategic part of the buyer’s long-term success
  • Salesperson’s greater business acumen provides a clearer focus on real customer needs

Your challenges:

  • Your salespeople are relegated too often to compete on price
  • You fail to meet your customer’s desire to be subject matter experts, and business partners
  • Your salespeople don’t understand the impact different business and financial inputs have on your own, and your customer’s business

Program format:

Live in-person.  Intensive interactive workshop

Candidate requirements:

No special requirements or prerequisites

Credits:

10 CPD hours

Program Structure:

2-hours pre-work plus full day (or equivalent) plus 2-hour peer feedback and reflection (remote/online) session.

Duration 1 day
Member Non-member
Pricing $1165 + GST $1295 + GST

Click on date below for registration details:

No Events

Notes:

This program requires a minimum cohort to run.

Don’t hesitate to contact us to inquire about an in-company course or custom schedule.