Article: Sales Capabilities Required to Compete Today
Improving win rate
What’s Inside
There is no single competency that drives sales excellence. Sales professionals need a diverse set of capabilities to succeed as selling becomes more complex.
Broadly, those capabilities can be divided into four categories: create, win, negotiate, and grow.
In Richardson’s article, "Sales Capabilities Required to Compete Today," we list and describe the key skills within each of those four categories.
Some of those skills include:
- Prospect qualification
- Account planning
- Protecting prices
- Value articulation
- Resolving customer objections
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White Paper: From Insight to Impact - Harnessing Behavior Analytics for Sales Growth
Learn how to harness behavior analytics for sales growth by overcoming the challenge of connecting sales performance metrics to specific behaviors.
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Download a complimentary brochure outlining Richardson's game-changing new solution that uses your data to inform personalized learning journeys for your team.
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Article: Selling to a Risk-Sensitive C-Suite
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Learn More: Sales training content that improves performanceGrounded in behavioral science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
