Sales Wealth Academy Business Acumen Worksheet
The Sales Wealth Academy Business Acumen Worksheet is an internal sales training tool designed to help sellers deeply understand a prospect’s company before engaging. It guides the user through a structured, step‑by‑step analysis across four main sections: (A) Core Business Building Blocks, (B) Company Context Deep Dive, (C) Strategic Insights, and (D) Bring It Home. Each section contains targeted prompts that capture the prospect’s revenue drivers, cost structure, business model, organizational decision‑making, company stage, strategic initiatives, current challenges, customer segments, competitive landscape, revenue concentration risk, technology stack, key metrics, buying triggers, and cultural themes. The final section asks the seller to synthesize this information into a concise mission‑challenge‑solution statement. The worksheet’s purpose is to turn raw company data into actionable sales insights, ensuring conversations are relevant, personalized, and aligned with the prospect’s strategic priorities.
Topics
Revenue Drivers: Core Products, Customers, and Pricing Models
Prompts that uncover the prospect’s primary offerings, target markets (B2B, B2C, enterprise, SMB), and how they price (subscription, licensing, transactional).
Cost Structure: Spend Priorities and Innovation vs. Cost‑Cutting
Questions about where the company allocates its budget—headcount, infrastructure, tech stack—and whether it is investing in growth or focusing on reductions, including recent layoffs or hiring freezes.
Business Model Evaluation: Go‑to‑Market, Revenue Mix, and Margins
Guidance to assess the prospect’s sales channels (direct, channel, product‑led), recurring vs. transactional revenue, margin profile, retention rates, and pricing tiers.