Many stalled deals don’t trace back to the prospect, but to the salesperson’s own buying habits. The Buy Cycle competency reflects how a rep’s personal decision-making style influences their ability to lead the sales process. When left unchecked, it can quietly sabotage momentum and stall...
Reaching decision makers isn’t just a nice-to-have skill — it’s a critical sales competency that directly impacts win rates, sales velocity, and overall team effectiveness. Yet, only 46% of salespeople are proficient at consistently engaging true economic buyers. In this blog, we break down why...
Closing isn’t just the final step in a deal—it’s a skill that drives momentum throughout the entire sales process. Learn how top performers earn commitments at every stage to improve sales velocity, deal quality, and win rates....
Qualifying isn’t just about asking the right questions—it’s about identifying the right fit. Our research shows that top-performing salespeople don’t waste time chasing the wrong opportunities. They excel at uncovering true buying intent, aligning with decision-makers, and spotting disqualifiers early. In fact, strong qualifying skills are...
Sales success starts with understanding—not selling. While many salespeople focus on pitching features or moving quickly to a proposal, those who consistently succeed are the ones who know how to uncover a prospect’s real reasons to buy. This is the heart of consultative selling: the ability...
