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Sales professionals need a broad set of capabilities to succeed in a virtual selling environment.

There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process.

In Richardson Sales Performance’s brief, Sales Capabilities Required to Compete Today, we list and describe each capability needed as teams create, win, negotiate, and grow business.

Some of the areas we examine are:


  • Prospect qualification
  • Account planning
  • Protecting prices
  • Value articulation
  • Resolving customer objections

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