Why Sales Reps Need Business Acumen Now with Kevin Cope
About this episode
In this episode, John Barrows and Kevin Cope discuss the importance of business acumen for sales reps and how it impacts their effectiveness in engaging with executives.
Sales reps who cannot speak the language of business are going to get exposed fast. In this episode, John sits down with Kevin Cope, founder of Acumen Learning and co-author of Business Acumen for Sales Success and See the Big Picture, to talk about why business acumen is now one of the most important skills in sales. Kevin shares lessons from his time at the Covey Leadership Center, the start of Acumen Learning, and 25 years helping companies close the gap between functional expertise and real business understanding. If you are in sales, leadership, RevOps, enablement, or any role where you need to speak with executives, this conversation gives you a practical way to think about cash, profit, assets, growth, people, discounting, cashflow, AI, and how to connect your solution to the business results buyers actually care about. Want to build stronger business acumen and sell with more executive relevance? Visit www.jbarrows.com and learn how you can Make It Happen. What You'll Learn Why business acumen is one of the first skills sales reps need to build Why round-number discounts can signal weak negotiation and weak business understanding How a small discount can create a much…
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