What is a B2B sales representative?
A B2B sales representative is a professional who seeks and reaches out to large or small business decision-makers to sell a product or service. They use a documented sales process and technology to contact the lead, nurture the relationship, and close the deal.
What’s a typical day like for a B2B sales representative?
When you’re a B2B sales representative, a typical day for you will consist of finding leads, researching prospects, following up on ignored calls or emails, and scheduling meetings to meet your quotas. Everything in your schedule is about getting more potential customers into your pipeline or moving them towards a close.
Many B2B sales representatives like to spend their mornings handling old business. This could be a prospect who put a meeting on hold last Friday because something came up or a current customer who sent an email on Sunday and needs a response ASAP. If there’s a backlog, you’ll probably begin with the oldest or most time-sensitive issue. Next, you’ll go into current business: look at the prospects you need to check in on, requalify them, see where they’re at in the funnel, set appointments, and close deals. You’ll answer any customer questions that have come up and try to find opportunities to upsell or cross-sell.
Lastly, you’ll want to carve out a considerable amount of time for prospecting. This means hunting for new clients on LinkedIn or other social media sites, then adding these contacts to your CRM and researching enough about them to shoot them an outreach email or set up a call.
Of course, the B2B sales representative job also calls for flexibility; some weeks, you may have hardly any prospects in your pipeline so you have to glue yourself to Crunchbase, AngelList, or another B2B company finder website to fill it up.
Why are B2B sales representatives important?
As a sales rep you grow the accounts, build relationships, and bring in revenue—no other employee in the company has this much control over the pipeline. Without you, the pipeline quickly dries up and your business loses its potential to grow. Sales reps are the foundation of a company’s success, and everything relies on their performance.
See how Lusha can speed up your workflow
