3 sales people talking and smiling

Hey there, fellow sales warriors! If you’ve been in the B2B sales game as long as I have, you know that getting time with busy buyers is no walk in the park. But fear not, because I’m here to share some tried-and-true strategies that will help you crack the code and score those coveted meetings.

We’ve covered the struggles of sales teams, procurement frustrations, and the challenges of breaking into B2B sales as a millennial. Now, it’s time to take a step back and hear from someone who’s been through it all—a seasoned sales veteran with 30 years of experience in the game.

The Power of Persistence: Keep Knocking Until the Door Opens

If there’s one lesson that has stood the test of time, it’s that persistence pays off. Early in my career, I learned that the key to getting time with busy buyers wasn’t just about having the perfect pitch—it was about staying on their radar. If at first you don’t succeed, follow up, follow up, and follow up again.

Providing Value, Not Just a Pitch

Gone are the days of cold calls with generic scripts. Today’s buyers are inundated with information, so the best way to stand out is to provide immediate value. That could mean offering insights on their industry, highlighting a relevant trend, or simply listening to their needs before jumping into a sales pitch.

Timing is Everything

One of the biggest mistakes young sales professionals make is reaching out at the wrong time. The trick is to strike when the iron is hot—whether that’s after a big funding round, a leadership change, or a new product launch. Paying attention to industry news and company updates is one of the most effective ways to increase your success rate.

Relationship Building: The Secret to Longevity in Sales

At the end of the day, people buy from people they trust. Building long-term relationships with buyers is what separates great sales professionals from those who are just chasing quick wins. Take the time to understand their business, show genuine interest in their success, and stay connected even when there’s no immediate deal to close.

Lessons Learned: Advice for Today’s B2B Sellers

1. Follow up relentlessly – Buyers are busy, and the first “no” isn’t always final.
2. Be a consultant, not just a salesperson – Offer insights and guidance, not just a product pitch.
3. Know your timing – Reach out when buyers are most receptive.
4. Build trust over time – Sales is a long game, and relationships matter more than quick wins.

For those just starting in B2B sales, take it from someone who’s been in the trenches: success doesn’t happen overnight, but with persistence, value-driven selling, and strong relationships, you’ll build a career that stands the test of time.

Wrapping Up the Series

Over the course of this series, we’ve explored the many facets of B2B sales and procurement—from leadership’s perspective on talent challenges to the frustrations of buyers, the hurdles of sales enablement, and the experiences of both new and seasoned sales professionals.

If there’s one key takeaway, it’s this: sales is about people. Whether you’re selling, buying, or enabling sales teams, success comes down to persistence, value, timing, and relationships.

BETR helps companies build high-performing sales teams. Struggling with sales effectiveness? Let’s talk.