Many sales teams assume their process is clear, until deals stall, forecasts miss, or buyers drop out without warning. A structured sales process brings clarity to every stage of the buyer journey, helping reps guide opportunities with confidence and consistency. This article explores why process...
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...
