Episode TwoHundredThirteen

Investing in your Business Acumen: How it will Help You Sell Better

Guest: Joseph Monahan, New Business & Client Sales Manager at BoomTown

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About This Episode

You’re probably spending too much time trying to become an expert on your product and on your company. 

Yes, you heard us right. 

Sometimes, it seems particularly with younger sales professionals, that we spend so much of our time consuming sales content, that we forget that our products and our companies are just smaller pieces of a bigger puzzle.

And really investing in your own business acumen is one of the best things you can do for your sales career. 

On this episode of the Sales Engagement Podcast, we sit down with Joseph Monahan, New Business & Client Sales Manager at BoomTown, for a discussion all about business sacrament, why you need a mentor, and why you should start a podcast. 

Where Do You Start? 

“Okay, so I realize that improving my business acumen will help me sell better. But I have no idea where to start. What do I do?” 

Glad you asked. 

First, get a mentor. You’ve probably heard this advice over and over again, but it cannot be overstated. Having someone speaking into your career that has gone before is an invaluable leg up on the competition. 

Find someone ahead of you in experience, and just ask to be a part of the conversations. Be inquisitive. Ask questions like, “What was it like hiring your first salesperson?”

And most importantly, the ball is in YOUR court. If you’re asking for someone’s time and then you don’t follow up, or don’t stay connected, you’re burning bridges that you will never be able to repair. 

Secondly, start a podcast. 

Yes, even though it seems like everybody on earth has one. Podcasting is the new blogging, and it is an ideal way to expose yourself to ideas, methods, and people that you may never have thought of before. 

Get really good at asking questions, have a clear agenda for the show, and invest in some good equipment. 

Other than that, the sky’s the limit. Have the people who have the jobs that you want to have one day as the guests. Learn from them. Absorb everything they say. It’s a win-win. 

You’re getting education, and they’re getting to talk about their careers and help out a future leader. 

Three Blind Spots

So where do most people fall short when it comes to enhancing their business acumen? 

  1. Learn your P&L statements. 

Not enough salespeople know the ins and outs of a P&L statement. What are you gaining vs. what are you giving up? The better equipped you are to understand a P&L statement, the better salesperson you’re going to be. 

  1. You’re not the expert

You don’t always have to be the world’s leading expert on everything. It’s okay to admit what you don’t know, and your desire to learn more. 

Part of being a great business leader is knowing what you don’t know, and not being afraid to admit that. 

  1. Know your Current Events

Especially right now in this climate, staying up to speed with everything that’s going on, whether it’s sate by state mandates, or how to best navigate the PPP documentation, is a great idea. 

A well-rounded salesperson is a successful salesperson. 

The more that you can get outside of your own company and really take a bigger look at what’s going on, the more successful you’re going to be.

Learn about how other companies are solving similar problems, and then position yourself to do the same, so that when a potential customer comes to you, you know what  other folks are doing. 

This post is based on a podcast interview with Joseph Monahan. To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast.

For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

About The Podcast

The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.

Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.

The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.

Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.

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