SKILLS DEVELOPMENT / 25 April 2017
Top 5 Skills Needed to Succeed in B2B Sales
Avatar Image
Kelly Nguyen

B2B sales, also known as business-to-business sales, is when companies or salespeople sell products/services to other businesses, rather than to customers. B2B sales is a tough field to be in – especially for an unskilled salesperson. You need more than just a resume to be successful in this field. Before starting a career in B2B sales it’s important to brush up on some necessary skills required to succeed; but what are they?

That’s where we come in. In this post, we’ve gathered a list of the top skills you’ll need to focus on before starting a career in sales. These skills will help you succeed and go farther in your career than you’ve ever gone before. 


Without further ado, here are the top 5 necessary skills you need to succeed in B2B sales: 


1. Selling and Communication Skills
Selling and communication? That sounds easy enough, right? This skill may seem simple to master, but it’s not as easy as it sounds. B2B salespeople should be able to master the perfect sales pitch, the right voice tones and the correct body language to use, and etc. 


Unfortunately, these skills do not come easily to everyone. The truth is, it may take some people a while to master the right communication skills to make a successful sale – so practice, practice, practice! Ask yourself these questions to how you stand with your communication skills.  

2. Negotiation Skills

Don’t ever underestimate a skilled negotiator. Negotiation is one of those skills that can take you very far in life – whether it be with salary negotiation, scheduling with management, or etc. It’s a skill that will take plenty of practice to master, in order to get the best possible deals that will appease both the seller and the buyer. 


That’s why negotiation is a very useful skill in B2B sales, since it’s important to appeal to customers in order to meet sales goals. An expert salesperson will know how to define their terms and know how to negotiate for the best possible outcome – for both the business and the customer.

3. Active Listening Skills

As a B2B salesperson, active listening skills is one of those skills that will carry you far in your career. Active listening skills will help you maintain and build relationships with your customer, which can help you nab the most sales and deals. Show your customer that you care by taking a moment to listen.

It’s important to listen to what your consumers want. Some businesses will only want specific products/items, but you won’t know that until you stop to listen. If you don’t listen and understand what they want, you could end up losing the sale and their business. Don’t focus on pushing your agenda and selling your product/service without considering if that’s what the consumers wanted. Doing so will only drive potential customers away. Don’t forget: listening skills is also a trait of a great leader.

4. Time Management Skills

The chance to make a sale doesn’t last long. In fact, there is often a small window of opportunity to make a sale; if lost, it can be difficult to regain. To avoid losing the chance to make a great sale, B2B salespeople should learn how to schedule timeframes and track sale times. Successful B2B salespeople should be able to figure out the best days/times to make the best sales. 


Time management skills can also help with ensuring that you’re on track with meeting sales quotas. It’s easy to get distracted, which can be extremely detrimental to your work habits and can impact sales quota. Leaning to manage your time wisely will help you succeed with B2B sales in the long run.

5. Presentation and Demonstration Skills

When working in B2B sales, chances are you’ll be asked to present and demonstrate your product/service. This is when good presentation and demonstration skills will come in handy. Being able to present your product in a convincing, confident, and persuasive way is a surefire way to boost sales.

Presentation and demonstration skills don’t come easily, but with enough practice, you’ll look like an expert. Practice your speech in front of the mirror until you’re confident enough to present in front of a crowd. You’ll be able to boost your presentation skills in no time!

Many of these skills can be acquired through practice. Until then, fake it ‘til you make it! The key to succeeding in B2B skills is practice, persistence, and confidence. For more resources, sign up on ProSky to get help from a mentor!


Have you decided that a career in B2B sales isn’t for you? Don’t worry; we’ve got a whole lot of other skills required in other careers for you to learn. Check out our ProSky training courses for more information