5 Ways to Improve Your Sales Acumen
Sales acumen is a set of skills and knowledge that are critical for salespeople to be successful. It encompasses a range of abilities, including product knowledge, customer insights, and the ability to build relationships and close deals. Improving your sales acumen is essential for anyone looking to build a successful career in sales. Here are some tips to help you do just that:
Truly understand your customer's needs and pain points
One of the most important aspects of improving your sales acumen is understanding your customer's needs and pain points. Take the time to research your target market, identify their challenges, and tailor your sales pitch to address their specific needs. By doing so, you will be able to create a more compelling sales message that resonates with your customers.
Actionable Tip: Go back through your list of closed/won opportunities. Make a list of why companies bought in the first place, and identify the most common paint points that they had. Next, go to your compani’s G2/Capterra page. What are your customers saying about your product/service? Match the words of your customers in your outreach.
2. Know your product or service inside and out
To be an effective salesperson, you need to have a deep understanding of your product or service. Take the time to learn everything you can about your offering, including its features, benefits, and potential limitations. This will help you answer any questions your customers may have, anticipate objections, and provide them with the information they need to make an informed buying decision.
Actionable Tip: Schedule a recurring calendar event for the time dedicated exclusively to product knowledge. Ask your product team questions, understand limitations, and learn as much as possible
3. Build strong relationships with your existing customers
Developing strong relationships with your customers is a critical part of improving your sales acumen. Take the time to listen to your customers, understand their needs, and provide them with the information they need to make informed decisions. By building trust and rapport with your customers, you'll be more likely to win their business and generate long-term loyalty.
Actionable Tip: Reach out to your past customers to see how they are doing. Don’t pitch them, simply connect with them on a one-to-one basis to build the relationship.
4. Stay up to date with industry news
Staying current with industry news is crucial for anyone looking to increase their sales acumen. The world is constantly evolving, and new trends and changes within industries can have a significant impact on sales.
By keeping up to date with the latest news and trends, sales professionals can gain a better understanding of their customers' needs and expectations, as well as the market forces that are shaping their industries. This knowledge enables salespeople to provide more targeted and informed sales pitches, build stronger relationships with customers, and ultimately increase their sales.
Additionally, being knowledgeable about industry news can help salespeople identify new business opportunities and stay ahead of their competition. Ultimately, sales professionals who stay informed and up-to-date with industry news have a distinct advantage in the marketplace and are better equipped to achieve their sales goals.
Actionable Tip: Schedule time each week to read up on the latest industry news. Use Google Alerts to track your top accounts and have it notify you when there are notable updates
5. Continuously improve your sales skills and knowledge
Finally, one of the most important aspects of improving your sales acumen is continuous learning and improvement. Attend sales training courses, read books and blogs about sales, and seek out feedback from your peers and customers. By continually expanding your skills and knowledge, you'll be better equipped to navigate the constantly evolving world of sales and position yourself for long-term success.
Actionable Tip: Listen to a podcast, read a book, get a sales coach. Anything you can do to improve your sales skills helps improve your sales acumen. Here are some of our favorite podcasts, books, and resources.
30 Minutes to Presidents Club (Podcast)
Fanatical Prospecting by Jeb Blount (Book)
Never Split the Difference (Book)
The SDR Newsletter (shameless self-promo here!)
Improving your sales acumen is a process that takes time and effort, but by following these tips, you'll be well on your way to becoming a top-performing salesperson. Remember to focus on building strong relationships, understanding your customer's needs, and providing value, and never stop learning and improving your skills.
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