The Business Acumen Podcast

Acumen Learning

The Business Acumen Podcast helps leaders, teams, and sellers understand how business really works.Most professionals are good at their role but don’t fully understand how their work connects to company performance. That gap leads to misalignment, missed opportunities, and slower growth.We simplify complex business and financial concepts, break down industries, and show how to apply business acumen in real situations, especially in sales and leadership.Listen to think like a business leader, make better decisions, and gain a clear edge in your career.Hosted by Acumen Learning, a firm that has taught business acumen to 34 of the Fortune 50.

  1. 4d ago

    The Care Equation: Understanding the Business of Healthcare with Ben Cook & Kenny Snarr

    Healthcare is one of the largest and most complex industries in the world. From health insurers and hospital systems to pharmaceutical companies, medical device manufacturers, and distributors, every part of the healthcare ecosystem operates with different economics, incentives, and financial pressures. Yet all are ultimately connected by a common goal: improving patient outcomes. For our latest industry report, The Care Equation, Acumen Learning analyzed earnings calls from 10 major healthcare companies to better understand the business priorities shaping the industry. In this episode, Ben Cook and Kenny Snarr draw on that research, along with years of experience working with healthcare organizations, to explore how the different parts of the healthcare ecosystem operate, where tensions arise, and what leaders need to understand to see the bigger picture. In this conversation, you'll learn: Why healthcare is better understood as an interconnected ecosystem rather than a single industryHow the economics and incentives differ between payers, providers, pharmaceutical companies, medical device manufacturers, and distributorsWhy rising healthcare costs are putting pressure on profitability across the industryHow aging populations, increased utilization, and labor shortages are challenging healthcare organizationsWhy cash flow and reimbursement are critical to understanding healthcare economicsHow pharmaceutical and medical device companies balance the enormous cost of innovation with long-term returnsWhy the Five Business Drivers—Cash, Profit, Assets, Growth, and People—help explain the different priorities across healthcareHow understanding the business priorities of other healthcare stakeholders can create stronger partnershipsWhat AI, new therapies, and evolving reimbursement models could mean for the future of healthcareOne of the biggest takeaways is that every part of healthcare faces different business challenges, even when everyone is working toward better patient outcomes. Understanding those differences is essential to improving collaboration across the industry. Whether you work in healthcare, sell into the industry, or simply want to better understand the business behind healthcare, this episode provides a practical perspective on the economics, challenges, and opportunities shaping the industry. Resources Mentioned Download The Care Equation and explore our Healthcare Industry Resources: https://go.acumenlearning.com/the-healthcare-industry-resources The Care Equation examines 10 major healthcare companies through the Five Business Drivers to help you better understand the strategic priorities shaping the industry. Join our monthly “How to Listen to an Earnings Call” webinars https://www.acumenlearning.com/webinar-schedule Business Acumen for Sales Success https://a.co/d/0bb0TvRQ Seeing The Big Picture https://a.co/d/09Ut3AS5 Acumen Intelligence: sellingthebigpicture.com

  2. Oct 8

    What 10 Oil & Gas Earnings Calls Reveal About the Future of Energy

    The oil and gas industry is entering a particularly dynamic period. Geopolitical uncertainty, energy security, constrained refining capacity, growing power demand, AI, and new technologies are changing how companies across the industry think about growth, investment, and returns. For our latest industry report, The Molecule Moment, Acumen Learning analyzed the earnings calls of 10 major oil and gas companies across the value chain - from upstream and midstream to downstream and oilfield services. In this episode, Brent Barclay and Greg Kandare draw on that research, along with more than a decade of experience working across the industry, to discuss what executives are focused on today and what those priorities may tell us about the future of energy. In this conversation, you’ll learn: Why energy security has become a major strategic priorityHow geopolitical uncertainty and capacity constraints are reshaping the industryWhy AI and data centers are creating new sources of energy demandHow oil and gas companies are using technology, digital tools, automation, and AI in new waysWhy Growth emerged as the leading Business Driver across the 10 companies analyzedWhy companies remain focused on profitability, cash, and returns even amid significant growth opportunitiesHow priorities differ across upstream, midstream, downstream, and oilfield servicesWhy disciplined capital allocation and advantaged assets matter in a volatile marketHow the Five Business Drivers: Cash, Profit, Assets, Growth, and People help explain the decisions companies are makingWhat leaders should be watching over the next 12–18 monthsOne of the biggest takeaways is that growth does not mean growth at any cost. Across the industry, companies are balancing significant opportunities with a continued focus on returns, efficiency, profitability, and disciplined investment. And the industry itself is changing. Oil and gas companies are increasingly applying their capabilities to digital technology, automation, AI infrastructure, power generation, and other emerging opportunities - while still navigating the fundamental challenge of getting energy from the molecule to the market. Whether you work directly in oil and gas, sell into the industry, or simply want to better understand the forces shaping global energy, this episode provides a practical look at what industry leaders are thinking about today and what to watch next. Resources Mentioned Download The Molecule Moment and explore our Oil & Gas Industry Resources: https://go.acumenlearning.com/the-oil-gas-industry-resources The report examines 10 major oil and gas companies through the Five Business Drivers and is designed to help you better understand the business priorities shaping the industry. Join our monthly “How to Listen to an Earnings Call” webinars https://www.acumenlearning.com/webinar-schedule Business Acumen for Sales Success https://a.co/d/0bb0TvRQ Seeing The Big Picture https://a.co/d/09Ut3AS5 Acumen Intelligence: http://sellingthebigpicture.com

  3. Sep 15

    How to Sell Using Business Acumen: An ExxonMobil Case Study with Brent Barclay

    Understanding your customer’s business is one of the most important things you can do before an executive sales conversation. In Business Acumen for Sales Success, we introduce a practical framework that helps sales professionals move beyond product-focused conversations and become trusted business advisors: Understand the BusinessAnalyze the Five DriversUnderstand the BuyerAlign Your Value PropositionFocus on Business OutcomesBecome a Trusted AdvisorIn this episode, Stephen H. Covey and Brent Barclay put that framework into practice using ExxonMobil’s latest earnings call as a real-world case study. Rather than analyzing ExxonMobil from an investor’s perspective, they demonstrate how a salesperson can use an earnings call to understand the customer’s business, identify executive priorities, prepare for more strategic conversations, and connect their solution to the outcomes that matter most. In this conversation, you’ll learn: What sellers should understand about ExxonMobil before their first meetingHow to analyze ExxonMobil through the Five Business Drivers: cash, profit, assets, growth, and peopleHow to identify the priorities receiving the most attention from leadershipWhy different stakeholders inside ExxonMobil may care about very different business outcomesHow to align your value proposition with priorities like reliability, productivity, efficiency, asset performance, and growthHow to move beyond product features and connect your solution to meaningful business outcomesWhat a trusted advisor sounds like in an executive conversationHow to apply the same approach when selling into any large organizationWhether you’re selling into ExxonMobil, another energy company, or a completely different industry, the framework is the same: the better you understand your customer’s business, the more relevant your conversations become. This episode demonstrates how to apply the framework from Business Acumen for Sales Success to a real company. If you want to improve your executive conversations, create more value for your customers, and move from vendor to trusted business advisor, this episode provides a practical example you can use immediately. Resources Mentioned: Join our monthly “How to Listen to an Earnings Call” webinars ExxonMobil Earnings Call Breakdown Business Acumen for Sales Success Seeing The Big Picture Acumen Intelligence (AI Software 14-Day Trial)

  4. Aug 25

    How to Sell Using Business Acumen: An NXP Case Study with Brent Barclay

    Understanding your customer’s business is one of the most important things you can do before an executive sales conversation. In Business Acumen for Sales Success, we introduce a practical framework that helps sales professionals move beyond product-focused conversations and become trusted business advisors. That framework includes six steps: Understand the BusinessAnalyze the Five DriversUnderstand the BuyerAlign Your Value PropositionFocus on Business OutcomesBecome a Trusted AdvisorIn this episode, Stephen H. Covey and Brent Barclay apply that framework to NXP Semiconductors. Using NXP’s latest earnings call as a starting point, they break down what a salesperson should understand before meeting with the company, including NXP’s business model, strategic priorities, growth opportunities, key stakeholders, and the outcomes different buyers are likely to care about. In this conversation, you’ll learn: What sellers need to understand about NXP’s business before the first meetingWhy automotive, industrial, IoT, edge AI, and data centers matter to NXP’s growth strategyHow Growth, Profit, and People show up as key business driversWhat engineering, procurement, and finance leaders are likely to care aboutHow to use executive priorities to ask better discovery questionsWhy sellers should confirm assumptions instead of leading with product featuresHow to align your value proposition with NXP’s business goals Why understanding NXP’s customers can make you more relevant in the sales conversationHow to move from vendor to trusted business advisorThis episode is not about memorizing NXP’s financials. It is about learning how to use business acumen to prepare better, ask better questions, and connect your solution to what the customer is actually trying to accomplish. Whether you sell into semiconductors, automotive, industrial technology, or another complex industry, the same framework applies. The better you understand the business, the more relevant your sales conversations become. Resources Mentioned: Join our monthly “How to Listen to an Earnings Call” webinars https://www.acumenlearning.com/webinar-schedule  NXP Earnings Call Breakdown: https://www.youtube.com/watch?v=wSdSFdTNW9c Business Acumen for Sales Success https://a.co/d/0bb0TvRQ Seeing The Big Picture https://a.co/d/09Ut3AS5  Acumen Intelligence Coming soon. If you are interested in early access visit: sellingthebigpicture.com

  5. Aug 4

    Business Acumen FAQ: Kevin Cope Answers the Questions We Hear Most

    Over the past two decades, Acumen Learning has trained thousands of professionals around the world, including teams at 34 of the Fortune 50. Along the way, we’ve noticed the same questions come up again and again. In this special FAQ episode, Stephen H. Covey puts Acumen Learning Founder and CEO Kevin Cope in the hot seat to answer the most common questions about business acumen, why it matters, how to develop it, how it applies to sales, and what organizations should consider when investing in business acumen training. What Is Business Acumen? 01:05 What is business acumen? 01:35 Why is business acumen important? 03:53 What is the biggest misconception people have about business acumen? 05:14 How is business acumen different from financial acumen? 06:05 Can business acumen actually be taught? 08:49 How do you know if you need business acumen? Why Business Acumen Matters 11:12 Why has business acumen become such an important skill? 13:06 Why is business acumen important for leaders? Why is business acumen important for employees? 14:55 How does business acumen help someone advance their career? 15:47 What separates people who understand the business from those who only understand their function? 16:53 How does business acumen improve decision making? Business Acumen in Sales 18:12 Why is business acumen important for sales professionals? 18:57 Why do executive sales conversations often fall short? 19:55 How should a salesperson prepare for an executive meeting? 21:56 Does Business Acumen for Sales Success replace a company’s existing sales methodology? Developing Business Acumen 22:59 How do you develop business acumen? 25:35 How long does it take to build business acumen? 26:21 Should people listen to earnings calls? Business Acumen Training 28:21 How do you keep business acumen training engaging? 30:43 Who should receive business acumen training? 33:52 Why do companies invest in business acumen training? 34:42 What kinds of organizations benefit the most? 35:36 Where should a company start if budget is limited? 36:43 When is the best time to invest in business acumen training? 38:14 How do you measure the ROI of business acumen training? 40:51 What behavioral changes should organizations expect? 42:07 How does Acumen Learning compare to business simulations? 43:06 Is it better to train intact teams or mixed groups? 44:50 Does the training require any finance experience? 45:11 How do virtual and in-person training differ? 56:58 What is the ideal class size? 47:47 What resources are available after the training? Resources Mentioned: Business Acumen Training: https://www.acumenlearning.com Monthly Earnings Call Webinars: https://www.acumenlearning.com/webinar-schedule Books Seeing The Big Picture: https://a.co/d/09Ut3AS5 Business Acumen for Sales Success: https://a.co/d/0bb0TvRQ

  6. Jul 14

    The Silicon Supercycle: What 10 Semiconductor Earnings Calls Reveal About AI with Brent Barclay

    Artificial intelligence is dominating headlines. But behind every AI breakthrough is a massive infrastructure buildout that most people never see. Acumen Learning recently analyzed earnings calls from ten of the world’s largest semiconductor companies to better understand how executive teams are preparing for the next phase of AI. Rather than focusing on individual companies, this episode explores the broader business trends shaping the industry and what leaders across every industry can learn from them. In this episode, Stephen H. Covey and Brent Barclay briefly discuss the key insights from The Silicon Supercycle, Acumen Learning’s semiconductor industry report. In this conversation, you’ll learn: Why AI is no longer being viewed as a technology trend but as critical infrastructureWhy Growth and Assets dominated the industry’s strategic prioritiesWhat is driving billions of dollars in manufacturing and infrastructure investmentsHow long-term partnerships and co-development agreements are reshaping the competitive landscapeWhy capacity is becoming one of the industry’s biggest competitive advantagesHow the Five Business Drivers help explain executive decision-makingWhat business leaders in any industry can learn from the semiconductor industry’s long-term thinkingWhy AI should be viewed as an opportunity to improve how people work, not simply replace themThis episode isn’t just about semiconductors. It’s about understanding how executives think during periods of massive technological change. Whether you work in sales, leadership, finance, operations, or learning and development, the business principles discussed in this episode apply far beyond the technology sector. If you want to better understand where AI is headed, how business leaders are making strategic investments, and what lessons you can apply within your own organization, this episode is a great place to start.  Resources Mentioned: Download The Silicon Supercycle Industry Report Join our monthly “How to Listen to an Earnings Call” webinars Books: Seeing The Big Picture Business Acumen for Sales Success

  7. Jul 7

    How to Sell Using Business Acumen: A Chevron Case Study with Brent Barclay

    Understanding your customer’s business is one of the most important things you can do before an executive sales conversation. In Business Acumen for Sales Success, we introduce a practical framework that helps sales professionals move beyond product-focused conversations and become trusted business advisors: Understand the BusinessAnalyze the Five DriversUnderstand the BuyerAlign Your Value PropositionFocus on Business OutcomesBecome a Trusted AdvisorIn this episode, Stephen H. Covey and Brent Barclay put that framework into practice using Chevron’s latest earnings call as a real-world case study. Rather than analyzing Chevron from an investor’s perspective, they demonstrate how a salesperson can use an earnings call to better understand a customer’s business, prepare for executive conversations, and connect their solution to the outcomes that matter most. In this conversation, you’ll learn: How to research a customer before your first meetingWhat Chevron’s latest earnings call reveals about the company’s strategic prioritiesHow to identify the business drivers that matter mostWhy different stakeholders care about different business outcomesHow to align your value proposition with what executives are trying to accomplishHow to connect your solution to meaningful business outcomesHow to move from vendor to trusted business advisorPractical ways to apply this same framework to any customer or industryWhether you’re selling into the energy industry or a completely different market, the framework is the same. The better you understand your customer’s business, the more relevant your conversations become. This episode demonstrates how to apply the framework from Business Acumen for Sales Success to a real company. If you’re looking to improve executive conversations, create more value for your customers, and become a trusted business advisor, this episode provides a practical example you can begin using immediately.  Resources Mentioned: Join our monthly “How to Listen to an Earnings Call” webinars Chevron’s most recent earnings call analysis Books: Seeing The Big Picture Business Acumen for Sales Success

  8. Jun 23

    How to Listen to an Earnings Call (And Why It Can Accelerate Your Career) with Brent Barclay

    Most employees never listen to their company’s earnings calls. Many assume they’re only for investors, analysts, or finance professionals. But what if earnings calls are actually one of the best ways to understand strategy, build business acumen, and accelerate your career? In this episode, Brent Barclay, COO of Acumen Learning, explains why earnings calls are one of the most underutilized learning tools in business. He shares a simple framework for understanding what executives are communicating, how to connect company strategy to your role, and why employees who consistently engage with earnings calls often build more credibility inside their organizations. Whether you’re a leader, salesperson, manager, individual contributor, or simply someone who wants to understand business at a deeper level, this episode provides a practical roadmap for getting started. In this conversation, Brent explains: Why so many people avoid earnings calls and what they’re missingHow earnings calls help employees understand strategy and prioritiesThe simple five-driver framework used to analyze any businessWhat executives are really communicating during earnings callsHow to identify the most important business drivers and metricsWhy sales professionals should listen to their customers’ earnings callsHow earnings calls help build credibility, business acumen, and career growthCommon patterns Brent has observed after reviewing hundreds of earnings calls across industriesWhy developing an ownership mentality changes the way you approach your workThis episode isn’t about becoming a financial analyst. It’s about learning to see the bigger picture, understand how your company creates value, and make better decisions every day. If you want to think more strategically, connect your work to business outcomes, and better understand how successful organizations operate, this episode is a great place to start. Resources Mentioned: Join our monthly “How to Listen to an Earnings Call” webinars Books: Seeing The Big Picture Business Acumen for Sales Success

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About

The Business Acumen Podcast helps leaders, teams, and sellers understand how business really works.Most professionals are good at their role but don’t fully understand how their work connects to company performance. That gap leads to misalignment, missed opportunities, and slower growth.We simplify complex business and financial concepts, break down industries, and show how to apply business acumen in real situations, especially in sales and leadership.Listen to think like a business leader, make better decisions, and gain a clear edge in your career.Hosted by Acumen Learning, a firm that has taught business acumen to 34 of the Fortune 50.

Information

  • Creator
    Acumen Learning
  • Years Active
    2026
  • Episodes
    13
  • Rating
    Clean
  • Copyright
    © 2026 The Business Acumen Podcast
  • Show Website
    The Business Acumen Podcast

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