SOURCE: Paradigm Learning

April 28, 2008 10:07 ET

Business Acumen: The Changing Role of Sales

Paradigm Learning Releases Newest White Paper on Sales Training

TAMPA, FL--(Marketwire - April 28, 2008) - Paradigm Learning has unveiled its latest white paper -- "Why Business Acumen Wins More Sales: Achieving the Next Level of Sales Success," by training expert Raymond Green and sales guru Geoffrey James -- which discusses the fastest-growing area in the $200 million sales training industry.

The paper reveals how the role of the sales professional has changed and provides a new road map for winning the confidence of the highly informed buyer. It offers insights on how salespeople armed with business acumen can elevate the sale from a mere transaction to a trusted buying relationship.

Customers often lack the expertise to appraise the consequences of their purchases to the company's bottom line. As a result, they now look to suppliers to provide a level of buying assistance that doesn't require them to be technical experts, financial gurus or industry consultants. As Paradigm Learning's newest business acumen white paper makes clear, the sales rep who can use business acumen to build a solid business case has the ultimate competitive advantage.

Traditionally, salespeople worked with such tools as product and application knowledge, selling skills and a little math, and were the main points of contact and the purveyors of information. Sales reps carried that information to customers, did some selling and carried orders back to their employers. The salesperson's main objective was to make the sale... and move on.

Over the past two decades, however, wholesale changes in technology have fundamentally altered the way that sales professionals operate. As the result of complexities in this rapidly changing environment, selling has become more important than ever. Interaction has grown from user groups that meet once a year to online communities where every day brings a new complaint or opportunity.

This paper for sales training professionals will provide insight into whether your organization needs this type of business acumen training.


Paradigm Learning ( is a privately held company based in Tampa, Fla. Since 1994, it has worked with more than half the Fortune 500 companies, creating award-winning business games, simulations and Discovery Maps® to address a company's specific business needs. Its business acumen sales training program, Zodiak®: The Game of Business Finance and Strategy for Sales Professionals, has been played by hundreds of organizations worldwide. Other products address such issues as talent management, employee alignment, leadership accountability, building teams, project management and organizational change.

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