Tag: B2B Salespeople

What Makes a Good Salesperson?

Because selling is such a vital part of the economy and business, psychologists have long studied the traits and characteristics of a successful salesperson. Much has been written on the subject, so much so that people can generally (and correctly) assume the traits that set good sales representatives apart from great sales representatives are confidence, persistence, focus, optimism, among other strong traits. But there are other important characteristics that sales managers may overlook when hiring new sales reps. 3 Surprising Characteristics of a Highly Successful Salesperson Relationship-Driven The late Dr. Herb Greenberg, pioneer of the HR assessment industry and founder ... Read more

Social Selling 101: Using Social Media to Reach B2B Buyers

One of the most surprising changes in the B2B marketplace is how B2B buying decisions are happening and who’s responsible for making them. A study by Google and Millward Brown Digital found that a growing number of B2B decision makers are now aged between 18 and 34 years old. Considering that millennials are the largest social media user demographic, it stands to reason that social selling should be part of your B2B sales and marketing efforts. In fact, more than a third (36%) of B2B sales and marketing decision makers in a 2017 study by Forrester Consulting believe that social selling will become the default way to engage with buyers in the future. Over the years, ... Read more