Breaking into B2B sales can be both exciting and challenging. Unlike B2C sales, where decisions are often impulsive, B2B sales require strategy, persistence, and the ability to build long-term relationships with businesses. The industry offers lucrative career opportunities and significant earning potential, but getting your first role—or even landing that first client—can feel like an uphill battle.
Whether you're an aspiring sales professional or a business looking to sell to other companies, getting your foot in the door requires the right approach. Below, we’ll outline proven strategies to help you break into B2B sales, establish credibility, and set yourself up for long-term success.
In B2B sales, who you know can be just as important as what you know. The fastest way to get a foot in the door is through networking. Whether you're job hunting or prospecting for new clients, making the right connections can fast-track your success.
Connect on LinkedIn: Start following and engaging with industry leaders, recruiters, and potential buyers. Commenting on their posts and starting conversations can put you on their radar.
Attend Industry Events & Trade Shows: In-person networking is still one of the most effective ways to form genuine business relationships. Look for conferences, expos, and networking events in your industry.
Join Business Groups & Sales Communities: Online communities and local meetups, such as Sales Hacker or RevGenius, can provide valuable connections, insider knowledge, and job opportunities.
Ask for Introductions: A warm introduction from a mutual connection carries more weight than a cold call. Don’t be afraid to ask your existing network for referrals.
If you’re a business trying to land B2B clients, networking is just as crucial. Leveraging client referrals, industry groups, and strategic partnerships can create credibility and open new doors.
If you’re trying to land a sales job or sell a product, cold outreach is a fundamental skill. Many professionals shy away from it, but when done correctly, it’s one of the fastest ways to get in front of decision-makers.
Personalization is Key: Avoid sending generic messages. Mention something specific about the company, the recipient’s work, or a shared connection.
Keep it Short & Value-Driven: No one has time for long-winded messages. Focus on how you can add value and why it’s worth their time to speak with you.
Follow Up Relentlessly: Studies show that 80% of sales require at least five follow-ups, yet most people give up after one or two. Persistence (without being pushy) is what separates great sales professionals from the rest.
For businesses looking to get in the door, cold outreach can be the lifeblood of your sales pipeline. An effective outbound strategy—whether through email, phone calls, or LinkedIn messaging—can drive meaningful conversations and new opportunities.
Companies want to work with experts who can provide value beyond just selling a product or service. That’s why positioning yourself as a knowledgeable resource in your industry can help you stand out.
Engage with Industry Content: Read top sales blogs, listen to B2B sales podcasts, and follow sales influencers to stay ahead of trends.
Create & Share Thought Leadership: Start posting valuable insights on LinkedIn. Share industry news, post sales tips, and engage in relevant discussions to increase your visibility.
Start a Blog, Podcast, or Newsletter: Sharing your knowledge through content can position you as a trusted expert, making it easier to attract job opportunities or new clients.
If you’re a company looking to sell into B2B markets, content marketing is one of the most effective ways to build trust. Writing industry reports, case studies, and educational content can demonstrate credibility and attract inbound leads.
If you’re new to B2B sales, getting hired as a Sales Development Representative (SDR) or Business Development Representative (BDR) is often the best first step. These roles involve prospecting, cold outreach, and setting meetings for senior sales reps—giving you hands-on experience in the sales process.
Look for Companies That Invest in Sales Training: A strong onboarding program can make a huge difference in your early success.
Demonstrate Your Hustle: Hiring managers love candidates who show initiative. Highlight any sales-related experience (even retail or fundraising roles) to showcase your ability to persuade and build relationships.
Practice Interviewing & Role-Playing: Many B2B sales interviews involve mock cold calls or role-play scenarios. Practicing these in advance can set you apart from other candidates.
For businesses, hiring entry-level SDRs is a great way to build a hungry, motivated sales team. Investing in proper training and mentorship can turn SDRs into future top-performing Account Executives.
Breaking into B2B sales doesn’t have to be a solo journey. At Sales Hatch, we specialize in helping businesses build high-performing sales teams and generate quality outbound opportunities.
For Job Seekers: If you’re looking to break into B2B sales, working with an established team like Sales Hatch can provide the training, mentorship, and experience you need to succeed.
For Businesses: Our completely US-based team of experienced SDRs and sales strategists helps companies connect with the right prospects, set more meetings, and drive revenue growth.
Getting your foot in the door at a B2B company—whether for a sales role or as a business looking for clients—requires persistence, strategy, and a commitment to building relationships.
By leveraging your network, mastering cold outreach, positioning yourself as an expert, and staying relentless in your approach, you can break into the world of B2B sales and carve out a successful career.
And remember: Sales is a numbers game. The more doors you knock on, the more opportunities you’ll create.
