B2B Sales Consultant Commercial (Regional Remote)

As a B2B Sales Consultant Commercial at Staples, you will be tasked with prospecting and winning new small to medium business customers within a defined territory. Your responsibilities will include setting appointments with decision-makers, effectively communicating Staples' value propositions, managing customer engagements, collaborating with internal teams, and onboarding new accounts. These activities are crucial for expanding our customer base and driving sales growth.

To qualify for the B2B Sales Consultant Commercial position at Staples, candidates should hold a Bachelor’s Degree or have equivalent work experience. A successful track record of at least 1-3 years in sales, particularly in a B2B setting, is preferred. Familiarity with Microsoft PowerPoint, Excel, and Outlook, as well as experience with CRM tools, will also be beneficial.

Staples supports B2B Sales Consultants through various means, including providing extensive training, access to advanced sales tools, and collaboration with category specialists and customer support teams. Regular performance reviews and structured feedback sessions further enable consultants to refine their skills and strategies to achieve sales goals effectively.

A successful B2B Sales Consultant at Staples should possess strong consultative selling skills, effective communication and presentation capabilities, and the ability to analyze business needs to tailor solutions. Additionally, a drive to achieve sales targets, resilience against rejection, and organizational skills are crucial for success in this fast-paced environment.

Staples offers a comprehensive benefits package to its B2B Sales Consultants, which includes flexible PTO, a generous holiday schedule, online and retail discounts, a company-matched 401(k), and physical and mental health wellness programs. Our inclusive culture also supports professional development and provides opportunities for career growth within the organization.

When prospecting for new clients, it's essential to research your target market thoroughly and understand their pain points. I focus on creating personalized outreach that demonstrates our understanding of their business needs, leveraging insights gained from market and industry data, and utilizing tools to organize my outreach efforts efficiently.

In my previous role, I faced a challenging sale where the client was hesitant due to past negative experiences. I took the time to listen to their concerns, asked targeted questions, and provided tailored solutions that demonstrated how Staples could meet their needs. This consultative approach helped me build trust, ultimately leading to a successful close.

To overcome objections, I stick to a few key strategies: I actively listen to the client's concerns, validate their feelings, and provide evidence of how our solutions can address their specific challenges. I also prepare for common objections in advance by formulating clear and compelling responses that highlight the value of our products.

Effective time management in a remote sales role is crucial. I prioritize my daily tasks using digital productivity tools and set specific goals for each day. I schedule focused blocks of time for prospecting, follow-ups, and meetings to ensure that I am consistently moving my sales pipeline forward.

I have extensive experience using CRM tools to manage my sales pipeline effectively. They allow me to monitor client interactions, track progress on deals, and analyze sales data. By using these insights, I can tailor my outreach and optimize my strategies for closing sales.

Building rapport involves more than just good conversation; it requires genuine interest in the client's needs and creating a connection. I focus on listening actively, asking meaningful questions about their business, and finding common ground. This approach has always helped me foster strong relationships, increasing the likelihood of success.

In a previous role, I collaborated with the customer support team to close a deal for a large client. Their expertise helped clarify the technical specifications, which I incorporated into my proposal. This teamwork demonstrated our commitment to customer satisfaction and ultimately secured the contract.

To stay motivated, I set both personal and professional goals, celebrating small wins along the way. I also regularly review my sales data to analyze what is working and make adjustments. It helps to focus on personal growth and learning rather than merely competing against others.

I consider consultative and solution selling to be the most effective techniques in B2B environments. By understanding the unique needs of the business and offering tailored solutions, I can provide more value than traditional sales approaches. Building trust and credibility is key to influencing decision-making.

Feedback is an essential part of my sales strategy. I actively seek input from both clients and colleagues, using it to enhance my sales techniques and approaches. Incorporating constructive feedback allows me to adapt quickly and better meet the needs of my clients, ultimately leading to more successful outcomes.