Here are the top qualities every new B2B sales person needs to succeed. Success in B2B sales doesn’t happen by accident. Only about 13% of customers believe that salespeople truly understand their needs. If you want to be among the few who do, you need more than a good pitch. You need the right qualities.
Be Persistent, Not Pushy
In B2B sales, persistence is everything. It’s about staying on someone’s radar without being annoying. Many new salespeople give up too soon, thinking a lack of response means no interest. But the reality is, people are busy. Keep following up—but do it with value. I can’t tell you how many times someone I’ve been reaching out to apologizes and actually thanks me for continuing to follow up. Ultimately, if you believe in what you are selling, you have something this going to make someone’s life easier. Keep the message fresh with new information, like an insightful blog post or an educational resource. Stay in their inbox, stay relevant, and stay patient. Continue reading for more qualities every new B2B sales person needs to succeed.
Stay Organized to Stay Ahead
Disorganized salespeople lose deals, plain and simple. It’s not just about remembering names; it’s about tracking your entire sales process. From the first contact to the final close, every detail matters. Start using a CRM or even a basic spreadsheet to track where each prospect is in your pipeline. And automate the grunt work. Use popUP Email Automation to write bulk but personalized emails. Your time is valuable—spend it on building relationships, not on administrative tasks.
Be Disarming and Relatable
People buy from people they like and trust. Ultimately, we are not doing business with companies we do business with people (Simon Sinek). Be genuine. Be human. Share a little bit about yourself, but not too much. Build a connection with humor or a personal story, but don’t get too personal. You want them to see you as a problem-solver, not just a salesperson. Use popUP Email Automation to draft personalized emails that feel like they’re coming from a real person, not a bot. And always, always listen more than you speak. Make them feel heard.
Avoid Offending People—Keep It Professional
In sales, you never know who you’re dealing with or what their personal beliefs might be. It might seem obvious, but it needs to be said: The best strategy is to not go there. Keep your conversations strictly professional. Avoid politics, religion, and anything controversial. Stick to the business at hand and steer clear of negative comments. If someone tries to bait you into a touchy subject, pivot the conversation back to how you can help them succeed. You’re here to build bridges, not burn them.
Don’t Discuss Other Customers
Trust is the currency of B2B sales. Talking about other customers is a quick way to lose it. Even if someone asks about your other clients, keep it vague and professional. They’re not just being curious—they might be testing you to see if you’re a “leaky” vendor. Keep your responses general, focus on your value proposition, and let your credibility speak for itself.
Follow Up with Value, Not Fluff
Your follow-up emails should be more than just “checking in.” Every touchpoint is an opportunity to add value. Share something useful, like a whitepaper, an industry report, or a link to a YouTube video that addresses a common problem. Make it easy for them to see why connecting with you is worth their time.
Become a Trusted Advisor, Not Just a Salesperson
Remember, your goal isn’t just to sell. It’s to become a trusted advisor. To build long-term relationships that result in loyal customers. Stay persistent, stay organized, and stay relatable. Keep your conversations professional and focused. And never, ever leak information. Use tools like popUP Email Automation to save time, personalize mass emails and keep your communications tight. Be the B2B salesperson they want to buy from—not just another name in their inbox.