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
Resources You Might Be Interested In
Brief: Three Negotiation Skills to Master for the Economy Ahead
Learn our three-part negotiation strategy needed to battle buyer commitment issues in an uncertain economy.
Brief
Brief: Scaling Sustainable Enablement with Purposeful AI
Learn how generative AI can aid enablement leaders in delivering personalised, adaptable, and continuous learning that boosts seller efficiency and effectiveness.
Brief
Selling Through Volatility
In this white paper we reveal how to win sales in a turbulent economy and avoid panic.
White Paper
Solutions You Might Be Interested In
![sales technology]()
Accelerate Sales Performance System
Learn More: Accelerate Sales Performance SystemBring clarity to the most critical skill gaps you need to address to move your business metrics with the NEW Accelerate Sales Performance System
![sales training delivery services]()
Sales Training Delivery
Learn More: Sales Training DeliverySpeed to proficiency is crucial for today’s competitive sales teams looking to upskill. We offer a variety of delivery options including live, virtual, and digital to meet you where you are and quickly lift you to where you want to go.
![sales training content]()
Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural 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.
![sales consulting services]()
Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
