What Are Business Acumen Skills?
“Business acumen” is a concept spoken of quite often by sales thought leaders. I’ve talked about it, as well. Most of us agree that it’s something salespeople need in order to differentiate themselves and help buyers make the right choices. But I’m not sure everyone is on the same page in regard to what it means and the degree to which salespeople need to be upskilled in it.
Podcast: The Future of Sales with Kent Malinowski
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski, Founder and CEO of Successworks.
How is Sales Prospecting Different for Complex B2B Sales?
Everyone talks about sales prospecting, and we all think we know what it means. It’s just going out looking for potential customers to put into your sales pipeline, right? Traditionally, this was a task entrusted to junior “hunters” on the sales team–young hungry salespeople tasked with “drumming up opportunities.”
Podcast: Leadership Styles With James Rores
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores, Founder and CEO of Floriss Group.
Will AI Really Help You Sell?
It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.
Podcast: Transforming Sales Through Data with Dave Kurlan
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Dave Kurlan, Founder & Senior Advisor of Objective Management Group and discusses the importance of how data and coaching can help transform sales.
