How to Learn What You Don’t Yet Know: A Guide for Sales Development Professionals

One of the most challenging questions to tackle in sales development isn’t just “What should I learn?” but rather, “How do I even know what I need to learn?” Early in my career, I found myself grappling with acronyms like BANT, MEDDIC, and MEDDPICC, trying to memorize their components while juggling the demands of the job. But here’s the catch: it wasn’t just about learning the frameworks. The real challenge was figuring out which lessons were worth keeping—and which weren’t.

The Hidden Trap: Bad Lessons from Bad Leadership

When you’re new to sales, every piece of advice can feel like gospel. You want to grow, impress, and succeed, so you absorb what’s given to you, whether it’s good or not. Unfortunately, bad leadership often comes with bad lessons, and the lack of experience to discern good from bad creates a vicious cycle. It’s a shame because many promising professionals fall into this trap, incorporating counterproductive tactics into their flow and stunting their growth without realizing it.

Building the Right Foundation

That’s why I’m writing this blog: to provide a foundation for what I’ve found to be truly helpful in sales development. If you’re starting out or seeking to sharpen your approach, here are a few guiding principles I wish I’d known earlier:

1. Embrace Curiosity Over Memorization

Frameworks like MEDDPICC or BANT are tools, not gospel. Instead of memorizing acronyms, ask why they work. What problem does each step solve? How does it align with the customer’s journey? Understanding the logic behind these tools will help you adapt them to different contexts, making you more effective in the long run.

2. Question Everything (Including This Blog)

Critical thinking is your superpower. Not every strategy or process will work for you, your product, or your audience. Learn to ask:

• Is this advice relevant to my industry or stage of career?
• What data or results back up this approach?
• Does this align with my values and how I want to sell?

3. Prioritize the Customer’s Needs

The most effective salespeople don’t just hit quotas—they solve real problems for their customers. Early on, I didn’t fully grasp the importance of deeply understanding my prospects’ pain points and how our product could uniquely address them. Invest in learning your customer’s world—through discovery calls, industry research, and feedback.

4. Invest in Your Skills, Not Just Techniques

Sales is part art, part science. The science lies in methodologies and processes, but the art is in how you connect, build trust, and convey value. Skills like active listening, storytelling, and objection handling are timeless and universally applicable.

5. Find Mentors, Not Bosses

Good leaders don’t just tell you what to do; they help you understand why. Seek out mentors who challenge your thinking, encourage curiosity, and offer guidance that empowers you to make informed decisions. Surround yourself with people who inspire growth, not just compliance.

Final Thoughts

The journey to success in sales is rarely a straight line. You’ll encounter good advice, bad advice, and everything in between. Your ability to learn, unlearn, and adapt will define your trajectory. Start by cultivating a curious mindset, questioning conventional wisdom, and focusing on foundational skills that transcend any one methodology.

Remember, it’s not just about what you learn—it’s about learning how to learn. That skill will serve you far beyond your sales career.