If you're an engineer, architect, advisor, or consultant, chances are at some point in your career you'll need to learn how to develop new business. 

On this episode, Mark explains how experts and firms can create a "sales competency matrix" that helps firms identify and then build competence in specific areas. He does this by mapping 6 sales competencies across 5 levels of master:

6 Sales Competencies:

1. Behaviors and Mindset
2. The Sales Process
3. Sales Planning
4. Practice, Industry, and Client Knowledge
5. Prospecting
6. Pricing and Value

5 Levels of Mastery:

1. 知る / To know of or to have heard the concepts
2. 分かる / To know and really understand the concepts
3. 出来る / To be able to do on your own very well
4. やりつける / To do continuously very well over time (and show improvement)
5. 教える / To be able to do and to teach it well to others

Read more in this blog post by Mark:
https://www.wainwrightinsight.com/six-sales-competencies-for-professionals/

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