Pointer Strategy

Skills Library

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

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Role

Stage

Priority

Category

Group

Showing 112 of 112 skills

Awareness (20)

Book meetings and improve show rates
Build multi-channel outbound cadences
Build target prospect lists
Develop outbound value hypotheses
Engage prospects through social outreach
Execute outbound calls
Generate warm introductions and referrals
Identify target contacts and reporting lines
Identify trigger events and timing
Inspect outbound activity and conversion performance
Maintain lead status and routing in CRM
Maintain prospect data quality
Manage outreach compliance and deliverability
Manage prospect workflows in sales engagement tools
Map the buying committee
Personalise outreach at scale
Prioritise territory and account coverage
Research accounts and develop outreach hypotheses
Respond to inbound leads
Write outbound emails

Education (17)

Articulate the buyer problem and value clearly
Create qualified opportunities in CRM
Document qualification evidence in CRM
Establish credibility early
Gain next-step commitment
Hand off qualified opportunities with context and momentum
Handle buyer objections
Identify additional stakeholders early
Listen actively and capture structured notes
Map use cases to buyer problems
Nurture leads that are not sales-ready
Open conversations and set the agenda
Position against alternatives and the status quo
Qualify buyers effectively
Send recap and alignment emails
Tailor communication to the audience
Use customer stories and proof points

Selection (24)

Apply deal qualification and progression discipline
Build and coach a champion
Build ROI models and business cases
Conduct effective discovery
Conduct technical discovery and fit assessment
Configure demo environments and data
Coordinate internal deal resources
Create mutual action plans
Deliver tailored product demos
Develop competitive win strategies
Develop technical win plans
Draft proposals and statements of work
Lead technical presentations and whiteboarding
Maintain deal momentum, manage indecision, and recover stalled deals
Manage security, compliance, and technical risk reviews
Map decision process and timeline
Map power and navigate internal politics
Map stakeholders and multithread the deal
Navigate RFP and RFQ processes
Position pricing and packaging to value
Prioritise use cases and control evaluation scope
Refine the value hypothesis
Scope proofs of concept, trials, and success criteria
Shape evaluation criteria and scorecards

Commit (8)

Complete a clean sales-to-success handoff
Maintain forecast accuracy and communicate risk
Mobilise executive sponsors
Navigate legal, procurement, and vendor onboarding
Negotiate commercial terms
Orchestrate the close plan and signature
Present the final proposal and business case
Secure pricing approvals within governance

Onboard (11)

Confirm early value and outcomes
Create success plans
Deliver role-based onboarding and user enablement
Drive time to value
Establish governance and operating cadence
Guide technical onboarding and configuration
Identify and mitigate onboarding risks
Lead onboarding kickoffs
Manage onboarding escalations
Manage onboarding plans and delivery
Plan change management and adoption

Impact (11)

Assess customer health and risk
Capture and route customer feedback
Coordinate support triage and issue communication
Develop customer advocacy and reference opportunities
Expand stakeholder relationships post-sale
Interpret product usage and adoption data
Lead business reviews and communicate value
Manage renewal timelines and process
Refresh user enablement over time
Reset expectations in difficult customer conversations
Run save plans for at-risk accounts

Growth (10)

Build account growth plans
Conduct expansion discovery
Coordinate executive sponsor engagement
Create cross-sell and upsell proposals
Forecast renewals, expansion, and NRR
Manage expansion pipeline
Negotiate expansion commercial terms
Negotiate renewals and contract changes
Prioritise portfolio coverage and customer cadence
Structure multi-year and enterprise agreements

Other (11)

Build community and user groups
Conduct post-sale technical health checks and architecture reviews
Lead advanced configuration, optimisation, and technical enablement
Maintain deal momentum and recover stalled deals
Manage trials, freemium conversions, and product-led hand-raises
Run win-back and reactivation motions
Support technical expansion discovery with AM and CSM
Use AI to accelerate account research and message preparation
Use AI to analyse interactions and improve follow-up
Use AI to inspect pipeline signals and prioritise work
Work channel and ecosystem relationships for pipeline