Jeffrey Gitomer says “If you can’t ask good questions, you will never be successful in sales!” Salespeople need not be just good talkers, but good communicators. This means their ability to ask good insightful, relevant questions to listen to the customer is crucial. Most companies train salespeople in product knowledge and basic selling skills but brush over their ability to ask questions/ probes in a structured way to fully understand customer problems, and needs that link to your solutions.

The advent of hybrid selling has led to many blogs and articles on the supposedly new skills of a B2B salesperson in the post Covid marketplace. Let’s review the attitudes or attributes of successful B2B salespeople in this new era.

B2B selling skills really do still make a difference when buttressed by the key attitudes found in this blog. My advice: Hire and promote people for these B2B selling attitudes and train them in B2B selling skills.

Clarity through Covid is crucial in our B2B marketplace. A recent study by Tamara Schenk of Showpad is telling on the difficulty of closing B2B deals: