Skills Library

112 certified skills across all revenue roles. Filter by role blueprint, revenue bowtie stage, priority, or category.

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Role

Showing 112 of 112 skills

Awareness (20)

Book meetings and improve show ratesBDR, AE, +1

Build multi-channel outbound cadencesBDR, AE, +1

Build target prospect listsBDR, BDM

Develop outbound value hypothesesBDR, AE, +1

Engage prospects through social outreachBDR, BDM

Execute outbound callsBDR, AE, +1

Generate warm introductions and referralsBDR, AM, +2

Identify target contacts and reporting linesBDR, AE, +1

Identify trigger events and timingBDR, AE, +1

Inspect outbound activity and conversion performanceBDR, AE, +1

Maintain lead status and routing in CRMBDR, AE, +1

Maintain prospect data qualityBDR, BDM

Manage outreach compliance and deliverabilityBDR, BDM

Manage prospect workflows in sales engagement toolsBDR, BDM

Map the buying committeeBDR, AE, +1

Personalise outreach at scaleBDR, AE, +1

Prioritise territory and account coverageBDR, AE, +1

Research accounts and develop outreach hypothesesBDR, AE, +1

Respond to inbound leadsBDR, AE, +1

Write outbound emailsBDR, AE, +1

Education (17)

Articulate the buyer problem and value clearlyBDR, AE, +4

Create qualified opportunities in CRMBDR, AE, +1

Document qualification evidence in CRMBDR, AE, +1

Establish credibility earlyBDR, AE, +3

Gain next-step commitmentBDR, AE, +4

Hand off qualified opportunities with context and momentumBDR, AE, +1

Handle buyer objectionsBDR, AE, +3

Identify additional stakeholders earlyBDR, AE, +3

Listen actively and capture structured notesBDR, AE, +4

Map use cases to buyer problemsBDR, AE, +4

Nurture leads that are not sales-readyBDR, AE, +1

Open conversations and set the agendaBDR, AE, +2

Position against alternatives and the status quoAE, AM, +1

Qualify buyers effectivelyBDR, AE, +1

Send recap and alignment emailsBDR, AE, +4

Tailor communication to the audienceBDR, AE, +4

Use customer stories and proof pointsBDR, AE, +3

Selection (24)

Apply deal qualification and progression disciplineAE, SCSE, +2

Build and coach a championAE, AM, +2

Build ROI models and business casesAE, AM, +2

Conduct effective discoveryAE, SCSE, +3

Conduct technical discovery and fit assessmentAE, SCSE, +1

Configure demo environments and dataAE, SCSE, +1

Coordinate internal deal resourcesAE, SCSE, +3

Create mutual action plansAE, SCSE, +3

Deliver tailored product demosAE, SCSE, +1

Develop competitive win strategiesAE, SCSE, +1

Develop technical win plansAE, SCSE, +1

Draft proposals and statements of workAE, BDM

Lead technical presentations and whiteboardingSCSE

Maintain deal momentum, manage indecision, and recover stalled dealsAE, SCSE, +1

Manage security, compliance, and technical risk reviewsAE, SCSE, +1

Map decision process and timelineAE, AM, +1

Map power and navigate internal politicsAE, AM, +1

Map stakeholders and multithread the dealAE, SCSE, +3

Navigate RFP and RFQ processesAE, SCSE, +1

Position pricing and packaging to valueAE, AM, +1

Prioritise use cases and control evaluation scopeAE, SCSE, +3

Refine the value hypothesisAE, SCSE, +3

Scope proofs of concept, trials, and success criteriaAE, SCSE, +1

Shape evaluation criteria and scorecardsAE, SCSE, +1

Commit (8)

Complete a clean sales-to-success handoffAE, SCSE, +3

Maintain forecast accuracy and communicate riskAE, AM, +1

Mobilise executive sponsorsAE, AM, +2

Navigate legal, procurement, and vendor onboardingAE, AM, +1

Negotiate commercial termsAE, AM, +1

Orchestrate the close plan and signatureAE, AM, +1

Present the final proposal and business caseAE, BDM

Secure pricing approvals within governanceAE, AM, +1

Onboard (11)

Confirm early value and outcomesAM, CSM

Create success plansAM, CSM

Deliver role-based onboarding and user enablementAM, CSM

Drive time to valueAM, CSM

Establish governance and operating cadenceAM, CSM

Guide technical onboarding and configurationSCSE, CSM

Identify and mitigate onboarding risksAM, CSM

Lead onboarding kickoffsAM, CSM

Manage onboarding escalationsSCSE, AM, +1

Manage onboarding plans and deliverySCSE, AM, +1

Plan change management and adoptionAM, CSM

Impact (11)

Assess customer health and riskAM, CSM

Capture and route customer feedbackAM, CSM

Coordinate support triage and issue communicationAM, CSM

Develop customer advocacy and reference opportunitiesAM, CSM

Expand stakeholder relationships post-saleAM, CSM

Interpret product usage and adoption dataAM, CSM

Lead business reviews and communicate valueAM, CSM

Manage renewal timelines and processAM, CSM

Refresh user enablement over timeCSM

Reset expectations in difficult customer conversationsAM, CSM

Run save plans for at-risk accountsAM, CSM

Growth (10)

Build account growth plansAM, CSM

Conduct expansion discoveryAM, CSM

Coordinate executive sponsor engagementAM, CSM

Create cross-sell and upsell proposalsAM

Forecast renewals, expansion, and NRRAM

Manage expansion pipelineAM, CSM

Negotiate expansion commercial termsAM

Negotiate renewals and contract changesAM, CSM

Prioritise portfolio coverage and customer cadenceAM, CSM

Structure multi-year and enterprise agreementsAM

Other (11)

Build community and user groupsAM

Conduct post-sale technical health checks and architecture reviewsSCSE

Lead advanced configuration, optimisation, and technical enablementSCSE

Maintain deal momentum and recover stalled dealsBDR

Manage trials, freemium conversions, and product-led hand-raisesBDR

Run win-back and reactivation motionsAM

Support technical expansion discovery with AM and CSMSCSE, AM

Use AI to accelerate account research and message preparationBDR, AE, +1

Use AI to analyse interactions and improve follow-upBDR, AE, +2

Use AI to inspect pipeline signals and prioritise workBDR, AE, +1

Work channel and ecosystem relationships for pipelineAM