[go: up one dir, main page]
Scribd
Upload
90 views6 pages

Skills To Succeed in B2B Sales

This document outlines four key skills and capabilities needed to succeed in business-to-business (B2B) sales: commercial skills including business acumen and financial insights; relational skills such as managing relationships and inspiring trust; managerial skills like people management and high ethics; and cognitive skills like innovative problem solving and identifying opportunities. Trust is highlighted as the most important factor when choosing a supplier.

Uploaded by

ravikowadkar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
90 views6 pages

Skills To Succeed in B2B Sales

This document outlines four key skills and capabilities needed to succeed in business-to-business (B2B) sales: commercial skills including business acumen and financial insights; relational skills such as managing relationships and inspiring trust; managerial skills like people management and high ethics; and cognitive skills like innovative problem solving and identifying opportunities. Trust is highlighted as the most important factor when choosing a supplier.

Uploaded by

ravikowadkar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 6

Skills to succeed in B2B

Sales
• Commercial skills and capabilities

• Relational skills and capabilities

• Managerial skills and capabilities

• Cognitive skills and capabilities


Commercial skills and
capabilities
• Its about financial insights, business acumen and
customer insights.

• Customers expect sales persons to act like a consultant.

• Having broad strategic understanding of the


organisation and its impact on bottom line and the
solutions they sell.
Relational skills and capabilities

• Ability to manage multilevel multifunctional


relationships.

• Understand relational dynamics and inspire trust.


Trust is the most important factor considered while
choosing a supplier.
Managerial skills and capabilities

• People management skills as B2B sales is often


done in teams and cross functionally.

• High ethical standards and integrity.

• Openness to change and adaptability.

• Influencing skills.
Cognitive skills and capabilities

• Innovative problem solving.

• Ability to work under pressure.

• Ability to identify opportunities.

• Consultative selling role as the best opportunities


are found with existing customers.

You might also like