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In the past years, Falcon Konnect has assisted hundreds of B2B companies in implementing winning sales habits, enabling them to achieve repeatable, scalable sales success. In spite of some differences based on industry, persona, and individual sales teams, most successful salespeople have four traits in common. 

Let's take a look at these habits and, more importantly, how you can institute them within your B2B sales team. 

 
Data Is Of Great Importance And Must Be Understood

In our experience, we've interacted with countless B2B sales teams that have a limited understanding of how the sales funnel actually works, where the goals come from, and how the goals are achieved. The goals rarely reflect hard financial realities or change as conversion rates change down the funnel.

Data-driven salespeople are the most successful. A salesperson should be able to pull numbers and explain how conversion rates translate into ROI at every step of the funnel. 

B2B sellers track their time to make sure they are being effective. You need to reevaluate if you are spending countless hours booking meetings without achieving anything. Turning your efforts into data and understanding how it results in output can be a powerful sales tool. 

 
Communication And Organization

You need a central organization and communication hub for your sales team. The best salespeople in B2B organizations often operate in isolation, without recording any conversations in CRMs or developing playbooks for others.

Using a CRM diligently cannot be overstated. Not only should your CRM serve as a reliable source of performance data, but it should also be the foundation for a repeatable and scalable process. Salespeople need to be held accountable for updating fields to indicate progress down the funnel after every email and phone call. 

B2B sales teams benefit greatly from a standard goal framework. We've found that using Objectives and Key Results for goal setting is a great way to keep track of goals in an accountable manner. 

 
Empathy: A Key Virtue

Empathy is essential to sales success. You need to know what their pain points are and how your product or service can solve them. The industry has lost this art to be honest. 

Most sales people can't figure out that they're there to solve problems first, hit targets second.

During sales calls, it's important to show empathy and understand the prospect's needs. Even if it doesn't seem like an opportunity that will yield immediate results, ask questions, acknowledge their fears, and offer to help. It's important to get to know prospects and make every effort to be helpful. It's a great way to build relationships, even if they don't result in a sale right away. 

Developing a Culture of Excellence

B2B sales teams with a unique culture are the best. Since we started Falcon Konnect, we've observed a lot of companies, and we've found that organizations that promote transparency, teamwork, and accountability thrive. A competitive culture is a big part of driving B2B sales results. Even though it can work in the short term, it also leads to a lot of turnover and siloed processes that hurt the organization over time. There's a big difference between a team that's gonna hit goals at all costs, and a team that can hit and exceed goals consistently.