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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Brief: Developing a Successful Prospecting Strategy Amid Uncertainty
Download this brief to discover how the best sellers overcome buyer hesitation in their prospecting strategies.
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Webinar: Navigating the Buyer Confidence Crisis
Download a copy of our webinar where we explore how to navigate the buyer confidence crisis with strategies to drive urgency and unstick indecisive stakeholders.
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Addressing Indecision in 2025
Buyer indecision: the biggest sales challenge in 2025. Read our brief where we explore this problem and what the best sellers do to overcome it.
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