The present and future of the B2B sales profession

Uncover insights into the B2B sales profession, highlighting current roles, necessary skills, and future trends that empower sales professionals to thrive.

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Current In-Demand B2B Sales Roles

Sales Representative - Creating prospect lists, evaluating prospects, developing long-term relationships

Sales Training & Coaching - Providing continuous coaching, keeping up with technology/industry changes

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Important Skills for B2B Salespeople

Soft/Interpersonal Skills - Effective communication, negotiation, customer persuasion

CRM & Digital Prospecting - Using CRM systems, leveraging digital/social channels for prospecting

Sales Operations - Understanding sales workflows, allocating resources, risk management

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The Future of B2B Sales

Sales Intelligence - Anticipating changes, enabling proactive selling using data/analytics

Digital Prospecting - Increased use of advanced digital strategies for lead generation

Advisory Approach - Accompanying customers through complete buying journey as advisors

Predictive Analytics - Using big data to predict customer needs and drive motivation programs

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Key Takeaways:

Develop proficiency in computing, data analytics to analyze customer behavior

Continuously learn and adapt to new technologies, sales strategies

Recruit based on right attitude/mindset for continuous learning

Invest in capacity development programs for personal/professional growth

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The study highlights the importance of leveraging technology, data, and adopting an advisory mindset in modern B2B sales. It recommends developing analytical capabilities while continuously upskilling to keep pace with industry changes.

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Elhajjar, S., Yacoub, L., & Ouaida, F. (2024). The present and future of the B2B sales profession. Journal of Personal Selling & Sales Management, 44(2), 128-141.