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Article: Sales Capabilities Required to Compete Today

Improving win rate

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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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