There are 20 foundational attributes and/or skills that a B2B sales person must possess in order to succeed. I think of these attributes and skills as a ladder, each one being a prerequisite to those that follow. To climb the ladder, you have to focus on each attribute or skill until you have enough mastery that you can climb a step higher (but even as you climb, you will need the supporting steps).
The first ten of these attributes are required to succeed in any endeavor, and they are absolutely necessary before a sales person has any chance of succeeding in sales. The next ten are attributes that a B2B sales person must have in order to succeed.
The artwork accompanying this series was provided by my friend and visual facilitator from South Africa, Roy Blumenthal. After this series is published here, it will be published as an e-book with Roy's artistic interpretation.