Overview

How to outperform in sales-from the author of the #1 WSJ and NYT bestseller Seeing the Big Picture The most successful sales professionals understand their customers' business. And yet, surveys say that only about 20 percent of salespeople understand how to create value for their customers. The good news? It's easy to set yourself apart from the crowd as a partner who brings insight to high-stakes deals. With Business Acumen for Sales Success, experts Kevin Cope and Ben Cook set out to help you become a savvy businessperson and a sales star. In less than 180 pages, they simplify the complexities of any business and show you how to leverage a deeper understanding of your clients to build the credibility and career you want. You'll learn that all companies are propelled by the same 5 Business Drivers: cash, profit, assets, growth, and people. When you understand how these drivers influence executives' day-to-day decisions and where to find vital information about them, you'll build stronger strategic partnerships, shorten your sales cycle, negotiate more successfully, and close more deals, especially in complex sales situations. No matter your industry or sales methodology, give yourself the foundational knowledge every salesperson needs-and discover new strategies for proving your value.

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Kevin Cope is the author of the #1 Wall Street Journal and New York Times bestseller Seeing the Big Picture. His passion is helping people understand how they can make a difference in their companies. He founded Acumen Learning, a leader in business acumen training and employee development for companies like T-Mobile, Cisco, Johnson & Johnson, Applied Materials, Walmart, and many others. Ben Cook is the president of Acumen Learning. He leverages his product-line finance, strategy, and global brand management experience with Fortune 50 companies to lead the organization and offer value to clients. He oversees development of Acumen Learning's customized curriculum for global companies like GE HealthCare and Apple, and has consulted with and trained teams from J.P. Morgan, Medtronic, Canon, Roche, Dell, Cigna, and many more companies.

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