The B2B sales professional needs to
understand gaps in the competitive offerings of competitors to be able to
successfully position their own products with customers as well.
Often B2B selling professionals also spend an inordinate amount of time
building contacts within their own organizations as well, to build a
network of experts they can rely on to solve their customers' problems.
The ability to create an informal team that can assist in the developing of
quick, an accurate response to customers' inquires is also critical for
sales success. The subject matter experts of companies need to be treated
as a valued resource and consulted with frequently to stay on top of what
is happening with the latest product and service developments internally.

Finally there is the need to stay constantly on top of the latest trends
and developments within the company and also the industry to be of the
greatest...
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