Article: Sales Capabilities Required to Compete Today
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