As most organizations are realizing, Business Acumen is a critical skill needed to achieve business success. Everyone has their own definition, and hopefully your organization has a strong program in place that provides it to every employee.

The other day as I was finishing the review of our Business Acumen learning solutions and fine-tuning the core business simulations we use to teach business acumen skills, I started to listen to the background noise about tariffs and trade wars.  I realized we needed to increase the amplitude of these tariff issues in everything we do that’s related to Business Ac

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As readers of my blogs hopefully know, I dedicate this space and your investment of time to interesting and applicable topics related to the subjects of Business Acumen, Business Leadership, and Strategic Business Selling.  I try hard to present different perspectives and include unique ideas that help build skills and the ability for you to make up your own mind and take your own actions in business decision making.  A topic such as the government’s role in reducing pharmaceutical pricing is not an easy one and can lead to political debate which takes away from the learning debate.  As I spend a lot of time working with clients in the health care space, this is a topic worth discussing and I do so with every intention of being as unbiased and non-political as possible.

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“Dear FIRSTNAME,

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If your approach to Sales Training hasn’t evolved over the past 24 months, then your business may have already been disrupted without you realizing it.  The traditional models of “pain” selling or other product-focused, manipulative sales models are not going to work much longer.  The cold call is dead and so is the cold email.  In their place is something more important and more valuable to customers; a sales process that integrates Business Acumen so that Sales Professionals can position the value of their solutions through the lens of the customers’ business, as opposed to pushing products to hit an arbitrary quota.

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