The Advantexe Advisor

FEBRUARY 20, 2024

As we teach in our simulation -centric business acumen programs, conducting an environmental analysis and forecasting is the foundation of business success. One of the “levers” that companies are pulling right now as part of their “what-if analysis” and planning for Q1 and beyond is price discounting.

Price 72

Price Drivers/motivators Meeting Sales 72

The Advantexe Advisor

MARCH 7, 2024

Last week I shared some insights on the Business Acumen Skills that Execute Business Development. The impetus for the blog was several requests from clients to share insights on what is business development in 2024 and beyond and what the “average employee” needs to know about it to both drive it and support it.

Pharmaceutical 84

Pharmaceutical Manufacturing Clients Growth 84

The Advantexe Advisor

MARCH 29, 2024

One of the most important pieces of research Advantexe continually seeks is information gathered from our Training and Development clients to understand what skills they are looking to develop for the rest of the year and beyond. The first quarter of 2024 is now in the books. That hasn’t always been the case.

Clients 95

Clients Growth Conversion 95

Membrain

APRIL 19, 2023

“Business acumen” is a concept spoken of quite often by sales thought leaders. 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. I’ve talked about it , as well.

Sales 131

Sales 131

The Advantexe Advisor

FEBRUARY 9, 2024

Sometimes, concepts of Business Acumen can seem really straightforward, and other times they can seem very complex. Inventory management is one of those concepts that seems fairly easy to grasp but in practicality, it is a complex and critical science that can make or break a business. What do our customers care about?

Manufacturing 86

Manufacturing B2B Clients Up-sell 86

Partners in Excellence

APRIL 17, 2024

We want the customer to change how they are approaching a certain function in their business–so they can buy our solutions. It is impossible for us to grow our business. What about tools to help us and our customers manage the process? Without some sort of change, we never get a purchase order. I don’t understand it.

High impact 110

High impact Service Growth Conversion 110

The Advantexe Advisor

DECEMBER 6, 2023

As we race to the end of the year, business leaders are busy trying to close up 2023 with a flourish as they prepare for what feels like a very bumpy beginning to 2024. This blog is meant to share ideas, insights, and a unique point of view as you face the volatile and uncertain days ahead.

Closing 89

Closing 89

The 5% Institute

AUGUST 1, 2023

In the fast-paced and competitive world of business, having a keen sense of business acumen is crucial for success. Business acumen refers to the ability to make sound business decisions and judgments, coupled with a deep understanding of the industry, market trends, and financial implications.

Strategize 52

Strategize Networking Growth Closing 52

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. “What’s the basis for that judgement, Dave?” ” But what results do we see? What is the problem? How are people using these tools?

CRM 118

CRM Technique Conversion Customers 118

Partners in Excellence

FEBRUARY 6, 2024

But we have some new challenges, “Do we understand what the answers mean and can we apply them to the specific situation?” What does it mean? Having the answer is less of a challenge, knowing what we are being presented with, what it means, and which we should choose is where we and our customers struggle.

Presentation 110

Presentation Technology Technology Conversion 110

The Advantexe Advisor

FEBRUARY 1, 2023

To be more specific, we went back into the last 16 Business Acumen simulation sessions we have delivered for our clients to measure the trends of investments participants have made in the function of Customer Service to see if there was any data to support a thesis of continued diminishing investments leading to poor business performance.

Service 76

Service Customers Healthcare Manufacturing 76

The Advantexe Advisor

DECEMBER 20, 2022

Traditional eLearning, video-based training, and facilitated learning are valuable tools in the market that provide the “what things are.” However, business simulations are now playing a critical role in talent development. Let’s take business acumen training and the concept of “revenue” as an example. This is great.

Price 75

Price 75

The Advantexe Advisor

JULY 25, 2023

One of the most enjoyable parts of being in the training and development world is the opportunity to stay in touch with the past participants of our many Business Acumen , Business Leadership, and Strategic Business Selling programs. What would be the benefits of being private instead of public? Thank you!

Strategize 77

Strategize Sell 77

STAR Results

NOVEMBER 14, 2021

The one thing I learned is that it is crucial to start the year off strong as this allows you (the heads of sales, sales manager or sales rep) the ability to drive your business without constantly answering the question, “why aren’t your sales on track?” So, what are sales eagles doing? Sales Eagles Soar Turkeys to Get Consumed.

Territory 227

Territory Objectives and Key Results Sales Start-ups 227

Closing Bigger

SEPTEMBER 18, 2023

The three sales performance management levers I’ll focus on today are: Business acumen building: What does a robust business acumen building system look like? Building acumen in our sales team can be a pivotal strategic shift in our sales performance. It’s nearly impossible.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

The Advantexe Advisor

AUGUST 15, 2023

It’s essential the onboarding process provides new hires with the business skills and tools they need to impact your company’s bottom-line performance quickly and efficiently. There are seven key areas of business acumen all new hires should be exposed to: What is our strategy? What drives our costs of goods sold?

Process 75

Process 75

Partners in Excellence

DECEMBER 8, 2023

It focuses on what the seller wants to say and achieve, not what the victim , I mean prospect seeks to achieve. They require active engagement, deep listening, being present, and the adaptive fluency—the ability to adapt to what is happening in the conversation, yet not lose your purpose or goal.

Construction 101

Construction Conversion Prospecting Presentation 101

Sales Hacker

APRIL 4, 2024

Consider incorporating sessions on creating battle cards, enhancing business acumen, and other skills relevant to their roles. We also share strategies for your next critical business relationship meeting here —don’t miss it! And one of the best ways to do this? With a sales kickoff (SKO). Sure, inspiration is a must.

Intrinsic 90

Intrinsic Objectives and Key Results Drivers/motivators Presentation 90

STAR Results

MAY 31, 2021

As the head of sales it doesn’t matter if you are involved directly in the process, what matters, is that you have in place a top-notch sales selection system. For example; in a technical sell the question to ask is if there’s a correlation between a business degree vs. a technical degree regarding sales rep performance? R – Rigors.

Territory 274

Territory Sales Relationship building Account management 274

The Advantexe Advisor

JULY 29, 2021

Business leaders, mangers of people and processes, and HR Business Partners have heard all the excuses millions of times about how employees in need of critical skills like Business Acumen can’t make it to the stand-up training session: “I’m too busy”. It’s going to be boring”. Finance is too complicated”.

Finance 98

Finance Strategize Process 98

Partners in Excellence

OCTOBER 6, 2022

They are doing interesting things with Business/Financial Acumen. Customers speak the language of their business. We may understand the words, but we don’t understand what they mean or even why they are important. I’ve written about this before, it’s Business Acumen.

Conversion 81

Conversion Customers Drivers/motivators Construction 81

The Advantexe Advisor

JANUARY 4, 2022

and What Skills will be Needed for Success - (Part One). Hopefully, you have been using your business acumen skills for the past six months to prepare and plan for what is certainly going to be a challenging year ahead. Welcome to 2022 and Happy New year!

Presentation 78

Presentation 78

Partners in Excellence

DECEMBER 21, 2023

We are, often, so busy we may not recognize threats or opportunities to change, improve grow. And when we do, we are overwhelmed with information and data about what we might do. And because so much of this is outside our experience base, we struggle with what to do and our confidence in the choices we make.

Customers 113

Customers Quota Up-sell Conversion 113

Hubspot

NOVEMBER 14, 2022

Business leaders need a diverse skill set to elevate their organizations and solve challenges in the workplace. Business acumen training can help your team build this tool kit. In this article, we’ll explore the fundamentals of business acumen training. The Benefits of Business Acumen Training.

Angle 49

Angle Technique Prospecting Education 49

Partners in Excellence

APRIL 16, 2024

I was working with Howard Dover on a “business acumen” program he was introducing into the UTD curriculum in the Fall of 2023. I walked into one of the recruitment events that week for a business fraternity called Delta Sigma Pi, which I am now a proud brother of. This is my experience with Inshal Khawaja.

Sell 103

Sell Pitch Account management Up-sell 103

The Advantexe Advisor

AUGUST 4, 2023

So, as the weekend approaches, what a great time for some everyday reflections through the lens of Business Acumen to keep the mind entertained and refreshed for what will be coming in a few weeks… LinkedIn has an overall of 675 million users from all over the world. My local supermarket is charging for bags.

Cold Call 80

Cold Call Entertainment Strategize Networking 80

Partners in Excellence

APRIL 8, 2024

We are reaping the results of what we have sowed. Every quarter there is the inevitable rush to close deals, to hit our numbers. Yet there are so many challenges and barriers. The global economy/turmoil and continued layoffs/reductions, and shuffling of priorities–both within our customers, markets, and within our own organizations.

Quota 108

Quota Trust Pitch Up-sell 108

The Advantexe Advisor

JANUARY 26, 2022

If you have been through an Advantexe Business Acumen program, or are currently engaged in any Business Acumen learning activities with us, you know that the Q4 End of Year Earnings call is the most important call of the year.

70

70

Partners in Excellence

JANUARY 24, 2024

It has little problem in predicting what each distribution center stocks. “How do they feel about what they are doing? What can we do to help build their confidence?” ” Are we providing our sellers the customer and business acumen critical to addressing these issues. How confident are they?

Represent 111

Represent Presentation Up-sell Engineering 111

Lead Fuze

DECEMBER 31, 2021

Business Acumen for Sales Professionals: The Ultimate Guide to Improving It. There is a lot of talk about what skills and traits are necessary for successful salespeople, but it turns out that business acumen (or more specifically, the ability to be good at selling) plays an important role. business sense,?

Commission 52

Commission Drivers/motivators Sales B2B 52

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. ” ChatGPT was chomping at the bit!

Pitch 100

Pitch Manufacturing Objectives and Key Results Launch 100

Martech

JUNE 3, 2022

” Many people have what I consider a narrow view of who to recruit, and that’s to their detriment. ” Many people have what I consider a narrow view of who to recruit, and that’s to their detriment. Thus, there are plenty of ways to develop marketing operations and technology acumen. Processing.Please wait.

B2C 104

B2C Legal Negotiate Technology 104

The Advantexe Advisor

MARCH 3, 2022

Economists, business leaders, individual contributors, and consumers are once again starting to worry about the potentially devastating impacts of inflation. What is the root cause of inflation? Unfortunately, there is no easy answer to that question as this, like many other economic factors, has become too politicized.

Service 93

Service Product 93

The Advantexe Advisor

SEPTEMBER 22, 2022

At Advantexe, we are always researching and probing into the issues and drivers related to building Business Acumen , Business Leadership, and Strategic Business Selling Skills. With this information, we build our business simulations , content, and blogs that share our findings with the Talent Development community.

Drivers/motivators 74

Drivers/motivators Strategize Launch Sell 74

Partners in Excellence

MARCH 4, 2024

Jack has written one of the best books on business/financial acumen, I ‘ve ever read: Bottom Line Selling. How I Learned to Love Selling I didn’t start my career wanting to be a salesperson, or to be in the business of persuasion at all. We chatted for a short time, and then he got down to business. “So,

Sell 73

Sell Appointment Finance Pitch 73

Search Engine Land

FEBRUARY 20, 2024

Service providers circumnavigate this challenge by offering alternative rank names and values, presumably representative of what Google uses internally. The technical acumen of the team responsible. Google consistently focuses on their users’ experiences as part of their business model. Unique selling proposition. Performance.

Gambling 115

Gambling Cross-sell CTR Represent 115

Partners in Excellence

AUGUST 7, 2023

They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve. How do I know this?

X-functional 96

X-functional Pitch Price Customers 96