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B2B buyers say the trait they value most in salespeople is active listening, and B2B sales managers say the trait they value most in salespeople is problem-solving, according to recent research from LinkedIn.

The report was based on data from a survey conducted in November and December 2019 among 507 salespeople and sales managers in the US who primarily work in B2B sales, as well as 502 business decision-makers in the US who have influence over purchasing decisions at B2B companies.

B2B Buyers' View

B2B buyers say the traits they value most in salespeople areactive listening (42% say so), problem-solving (38%), confidence (38%), and relationship-building (34%).

Those are followed by oral communication, technology proficiency, experience, industry expertise, critical thinking, and creativity:

Sales Managers' View

Sales managers say they traits they value most in B2B salespeople are problem-solving (34% say so), relationship-building (33%), and critical thinking (33%).

Those are followed by confidence, oral communication, technology proficiency, active listening, creativity, coachability, and persuasiveness:

About the research: The report was based on data from a survey conducted in November and December 2019 among 507 salespeople and sales managers in the US who primarily work in B2B sales and 502 business decision-makers in the US who have influence over purchasing decisions at B2B companies.

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ABOUT THE AUTHOR
image of Ayaz Nanji

Ayaz Nanji is a digital strategist and a co-founder of ICW Media, a marketing agency specializing in content and social media services for tech firms. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji