This article does a great job of identifying three skills needed in the B2B selling world. We need to train to these skill sets.
1. The first skill is understanding and leveraging politics and influence within your customer accounts.
2. A second advanced selling capability is business and financial acumen.
3. The third selling capability is deployment of military-like competitive selling strategies and tactics.
Read the entire article here:
Higher Education | SalesAndMarketing.com