Month: March 2026

Sales Teams Don’t Need More Research — They Need More Business Acumen

On By Joe DeRosaIn SalesLeave a comment

Recently I’ve had a few CEOs ask me a question that comes up often when discussing sales performance:

“How much research should a sales rep do before their first call with a prospect?”

It sounds like a straightforward question.

But in many ways, it’s a trick question.

Too often we try to solve sales performance issues with a formula:
“Spend at least an hour researching the prospect.”
“Know everything about their company before the call.”
“Come in with the answers.”

I tend to think about this differently.

The truth is, EQ paired with solid business acumen can carry most first conversations.

A first meeting shouldn’t be about showing up with a prescription. It should be about learning.

If a sales team is struggling, the answer isn’t a one-size-fits-all rule about research time. What matters far more is whether the salesperson has:

• Emotional intelligence
• Intellectual curiosity
• Strong business acumen
• A deep understanding of the product or service they represent
• Clarity on how that product or service is delivered
• A compelling sales story — why it matters to the customer

Too many salespeople become paralyzed by the belief they must have every answer before the conversation even begins.

When I see that, the first question I ask is simple:

Why can’t this person carry a thoughtful business conversation with limited information?

What’s missing?

Confidence?
Business context?
Curiosity?

Another important factor is how the meeting was positioned in the first place.

If a rep schedules a meeting saying, “We have the solution to your problem and only need 30 minutes to show you,” they’ve already painted themselves into a corner. Now the conversation becomes a rushed product pitch.

But if the expectation is set differently — “I’d like to learn more about your organization, what you’re trying to accomplish, and the challenges you’re navigating” — the entire dynamic changes.

Now the conversation becomes what it should be:

A dialogue.

One focused on understanding the problem deeply enough to eventually deliver a solution that brings predictability, consistency, and peace of mind.

The best salespeople I’ve ever worked with weren’t the ones who memorized the most information beforehand.

They were the ones who knew how to think, how to listen, and how to learn in real time.

Growth Still Comes Down to the Sales Engine

On By Joe DeRosaIn LeadershipLeave a comment

I recently read BCG’s report “Private Equity’s Advantage Is Shifting, Not Shrinking.” One theme stood out clearly:

Performance improvements are shifting away from financial levers and toward operational excellence.

For years companies leaned heavily on two tools:

• Price increases
• Expense controls, and/or reductions

Both are important. Both are required to run a smart business.

But neither creates durable growth.

The real advantage comes from a well-run revenue engine.

That means mastering the fundamentals:

• Deep understanding of the market and buyer personas
• Clear value proposition tied directly to customer pain
• Pipeline health focused on quality and deal velocity
• Strong sales management and performance accountability

One of the most underrated leadership skills in sales is pattern recognition.

Where do deals stall?
Which personas convert?
Which messaging resonates?
Where is pipeline real — and where is it theater?

Great sales leaders see these patterns early and adjust quickly.

But even the best GTM infrastructure isn’t enough without the most important ingredient:

A sales growth culture.

I’ve seen companies with the right tools, processes, and talent — yet growth stalled because the broader organization didn’t rally around the sales engine.

Growth starts at the top.

When the CEO and leadership team clearly prioritize new revenue creation, the organization aligns.

A simple way to think about it:

Strong Sales → Hiring → Investment → Innovation → Growth

The reverse is also true:

Every positive outcome in a company ultimately traces back to new revenue.

Weak Sales → Cost Cuts → Layoffs → Retrenchment

Everything good flows from growth.

Nothing Is More Important Than Someone’s Own Problems

On By Joe DeRosaIn LeadershipLeave a comment

One rule from What It Takes by Stephen A. Schwarzman, co-founder of Blackstone stands out:

There is nothing more important to someone than their own problems.

This applies everywhere — with executives, teammates, and clients.

If you speak directly to what’s on their mind — and have something thoughtful to offer — they will listen.

Too often we focus on:
• Our agenda
• Our priorities
• Our message

But real influence starts with understanding:

• What pressure they’re under
• What success looks like in their world
• What risks they’re trying to avoid

When you truly understand that, alignment becomes possible.

You stop pushing.
You start solving.

Because at the end of the day, everyone is asking the same question:

Do you understand my problem?