Pipeline, proposals, profits—those are the three “Triple Threat” skills areas your salespeople must excel in if you want to drive growth. To create pipeline, your reps need to defeat the status quo bias and differentiate your solutions. To deliver business proposals that pass muster with executives, you need to link your business value to your prospect’s initiatives in a way that’s CXO-relevant. And to close more profitable deals, your reps must have the skills to protect your pricing and expand the size of your deals.
In this webcast, Tim Riesterer outlines each skill area, and explores how a competency-based training model can help your team articulate value in the three critical moments where you need to make an impact to win.