May 1 • Tomas Chatila

What is B2B Sales Representative?

Behind every high-stakes business deal, there’s a B2B sales representative driving the conversation, asking the right questions, and moving decision-makers toward a solution.

Today, with services and technologies expanding at rapid speeds, the B2B sales rep is one of the most influential roles inside any growth-focused company.

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What is a B2B Sales Representative?

A B2B sales representative is responsible for selling a company’s product or service to other businesses.

B2B sales reps manage long sales cycles, qualifying leads, running discovery calls, building trust across multiple stakeholders, and moving deals through structured sales processes.

They are often the first human touchpoint a prospect has with a company, and their ability to ask the right questions, present tailored solutions, and maintain control of the deal flow is what drives consistent revenue.

If you're not familiar with the B2B sales process, start here.

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Why Mastering Objections Matters:

Types of B2B Sales Representatives

There’s no one-size-fits-all rep. You might've heard multiple names for the sales rep, however, depending on the product, market, and deal size, the B2B sales function can be broken down into several common roles:

Inside Sales Rep
Works remotely, managing leads through phone, video calls, and email. Conducts high-volume outreach, usually lower ticket sales.

Field (Outside) Sales Rep:
Travels to meet clients in person. Common in industries include medical, industrial, or enterprise software.

Sales Development Representative (SDR):
Focuses on top-of-funnel activities like (prospecting, cold outreach, and booking meetings) for Account Executives.

Account Executive (AE):
Manages the sales cycle from qualified lead to closed deal. Often focused on mid-market or enterprise accounts.

Enterprise Sales Rep:
Handles complex, high-value deals with long cycles and multiple departments involved.

At the end of the day, each role demands a slightly different skill set, but the foundations (communication, problem-solving, and process), remain the same.

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Why Mastering Objections Matters:

What tools do B2B Sales Reps Use?

CRM

Salesforce, HubSpot, or Pipedrive for managing deals and tracking conversations

Prospecting tools

Apollo, Lusha, LinkedIn Sales Navigator

Email engagement

Mailshake, Lemlist, Mixmax

Meeting scheduling

Calendly or Chili Piper

Proposal and contract tools

PandaDoc, DocuSign

Call recording/analysis

Gong or Chorus

TOP Sales Traits

It’s not just about tactics. Mindset matters. 

Write your awesome label here.

Curious

They genuinely want to understand how the buyer thinks.

Disciplined

They follow up relentlessly, use their CRM, and don’t miss details.

Resilient

Our learners can benefit from learning with their peers, no matter their age.

Coachable

We feature a series of special workshops led by our instructors and guest artists.

B2B Sales Career Progression

If you're aiming to land a high-impact sales role, this guide breaks down the exact steps that have helped hundreds of professionals secure positions at top-tier B2B companies.

Ready to Sell the Rapid Way?

Inside the Desatmos platform, you’ll learn the exact B2B sales systems, scripts, and daily disciplines used to achieve your rapid curve in 2025.

FAQ

Why Mastering Objections Matters:

🚀 Want to Learn B2B Sales the Right Way?

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