Take A Calmer Approach To B2B Selling To Boost Sales: 5 Tips

Olin Hyde
October 11, 2016

While B2B sales is intensely competitive, it’s controlled by word of mouth marketing. For example, among B2B customers, 68% of people trust online reviews over everything else.

But generating word of mouth advertising is a challenge. It can make you feel like you have the weight of the world on your shoulders as you try to do more and be more.

The demand to produce, produce, produce is why B2B sales is so stressful. To boost sales, you need to learn how to manage that stress before it begins to grind you down.

This post gives you five tips on how you can start taking a calmer approach to B2B selling and boost sales dramatically.

Adopting a calmer approach to B2B sake can help you to increase the value of your B2B deals and more. Taking a Zen approach is the only way you are going to stay sane and productive. Here are fives ways to do that:

  • Live for the moment

Everything in B2B sales is about meeting targets. These targets include things like whether your business is going to generate enough revenue or whether you have generated enough leads. If you keep thinking about the future, you’ll soon start feeling the pressure.

It’s like worrying about the questions you should ask your target audience five years from now. You have little control over it and so you should stick to the here and now.

And while you shouldn’t completely ignore what may happens in the future, you need to relax and try to focus on the task at hand. In other words, live for the moment.

  • Separate yourself from your sales persona

Anyone who has been in sales for five minutes knows that selling is a challenge. Businesses will tell you to go away more times than not. Stressed out salespeople tend to take rejection personally. They start thinking they’re doing something wrong.

While you can always find some room for improvement in what you do, you have to remember that you’re just a walking ad. The ad may be fine but that business isn’t interested at that time. Accept this decision and move on. In other words, don’t take it to heart.

  • Celebrate the small things

Sales can be a crushing field because success only comes when you actually close the deal. This sales process can generate a lot of nail biting before a sale occurs.

To eliminate stress, celebrate the little successes that occur in the process, like taking leads to the next step of the sales funnel. Acknowledging that you’re moving forward is a powerful stress reliever.

In fact, it’s among the easiest—and fastest—ways to get rid of that little voice in your head that’s telling you you’re not good enough.

  • Relax physically to calm your mind

After a busy afternoon, you can feel like your mind is racing at a million miles an hour. You may get nervous before or a call or when you open your email in box to see if that prospect has finally gotten back to you. An unhealthy way to work, the stress generated by selling can come back to haunt you sooner or later.

Counter that stress by focusing on decompressing. Physical awareness and a healthier body will translate to more mindfulness and reduce stress.

So take some time out of your day for exercise. Use lunch to go to the gym or to go for a brisk walk. It doesn’t have to be a lot. Just do something physically that keeps you calm.

  • Develop a passion for what you do?

Do you know what the best strategy to crush stress is? Get passionate about what you do. If you’re excited about what you’re doing, work isn’t going to feel like work. It doesn’t mean that work can’t get stressful, but getting passionate helps you manage it better. Think about whether you believe in what you’re doing.

If you’re not passionate, you need to think about why. Think about whether you still believe in the product or service. If you don’t, you may want to make a change. Without passion, you won’t give your B2B sales your best efforts.


Use these five tips to help you start taking a calmer approach to B2B selling. The best part about these tips is you can employ them with a minimal amount of effort. Change the way you think and what you do during stressful periods and you might jst see your B2B sales figures improve.

What are you doing these days to reduce stress?

Further Reading

Lainey Mebust
July 10, 2020
Lainey Mebust
June 24, 2020
Lainey Mebust
November 22, 2019