The 5 things the top 1% of B2B sellers do consistently well

1. Know the customer

The best B2B sellers deeply understand the customer, their business, priorities, and challenges, and how their solutions solve them. They do the deep research required to be an expert on their customer’s business.

They stay current on the latest news and changes in each account, the key stakeholders, their priorities and challenges, tech stack, and more. They keep tabs on competitors and stay ahead of innovations in their own solutions, GTM motion, and sales plays to ensure they operate with proven best practices. All of this keeps the best B2B sellers two steps ahead of their competitors.

Doing this for one account is hard. Doing it across a book of accounts is near impossible. Keep reading to see how they do it.

2. Prioritize accounts

The best B2B sellers don’t waste time on deals that will never convert. They know spinning cycles where they can’t or won’t win can materially impact their month, quarter, and year. Instead, top sellers focus on the deals they’re best positioned to win.

They know from experience that intent signal selling is broken, and that prospect activity ≠ intent ≠ fit. Instead, they look for highly aligned problem-solution fit, and prioritize opportunities accordingly. They consistently pursue deals where they know they have an edge; where their solution directly solves the customer’s biggest priorities.

As a result, the top 1% of B2B sellers close more deals, at a rate faster than their peers.

3. Show up with an exec-level POV

The best B2B sellers show up to meetings already knowing what keeps their customer up at night, not asking.

They have an exec-level Point of View (POV) that is informed by everything they know about the customer and, specifically, how they solve that customer’s unique needs. With a tailored POV, they are able to break through the noise of other B2B sellers competing for mindshare to command both the attention and consideration of their C-Suite prospect.

Consequently, the best B2B sellers earn client trust faster.

4. Act as a strategic advisor

Exec buyers want to engage with salespeople on their same level, if not in title then in a strategic approach to their business and delivering outcomes.

Once the best B2B sellers are in the door and have earned a seat at the table, they reinforce their place there by showing up as a strategic advisor to their customer. Whether as a challenger or following a solution selling model, they demonstrate their deep understanding of the customer, ask poignant questions, and then listen.

They tailor and adjust their approach on the fly based on what they hear in order to present solutions that solve the customer’s most pressing challenges. Through the process, they not only proactively address their key stakeholder’s buying objections, they also equip them as an internal champion to remove potential challenges from other influencers in the deal.

Because of this, leading B2B sellers capture more share of wallet with larger deal sizes than their peers.

5. Win with AI as a teammate

The top 1% of B2B sellers have long known they can’t do everything themselves. They find ways to augment their skills, capabilities, and performance. In the modern era, that means leveraging AI as a teammate to automate manual work and supercharge their results.

They tap into AI to do continuous deep research across all their accounts so they can stay focused on actually selling: building the customer relationships and trust that close deals.

They use AI to help them prioritize their accounts, stack-ranking them based on problem-solution fit so they don’t spin cycles chasing bad-fit deals.

They employ AI to build and maintain tailored POVs, detailed stakeholder maps, and automated account plans for every opportunity, while using AI to draft personalized outreach, first call decks, and follow ups, so they show up smart in every interaction.

They utilize AI to deeply understand their customers, stay ahead of account changes, and deposition competitors, so that they can serve as a strategic advisor to their customers. They use their deep understanding of their customers to:

• Speak in the customer’s language to build trust,
• Lead with their solution’s unique value to create relevancy, and
• Attach their solutions to solving the customer’s top priorities and challenges to create urgency.

That way, their customers are motivated to buy, buy their solution, and buy it now.

The good news? For those striving to be (or keep their place) among the top 1%, Poggio helps you excel in all five.

Start your free two-week trial of Poggio (no credit card required) to close bigger deals faster.