Tech salespeople obsess over product features, but understanding your prospect's business context and strategic goals is what actually builds authority and wins deals. Business acumen matters more than deep product knowledge.
This is the number one most underrated quality, skill, characteristic that all tech sales pros need to work on, and very few are. So rather than focusing on product knowledge and all the bells and whistles of your software, the number one thing that will help you be most effective, add the most value to your prospect, build your authority with them, and help you separate yourself from all the competitors you're facing out there is business acumen.
