Product Knowledge In B2B Sales - MyStartupLand

The B2B sales process is long and sophisticated. Before a client makes a purchase, they have to be assured that they will be getting the benefits promised. They need to feel secure about the salespeople they dealt with, the brand they’re entering business with, and the product they’re purchasing.

Salespeople need to be able to communicate pricing, quality, after-sales services, payment, onboarding processes, and delivery in the clearest way possible. Yet, the purchase will not only rely on the salesperson’s ability to clearly communicating these things. The rep must get the prospect’s trust and confidence; that what they’re saying is true and can be relied upon.

Product knowledge In B2B Sales

Inside sales teams often deal with high-ticket b2b deals. In order to deliver results, they need to know your product inside and out. This way, they can sell with confidence and be able to get the prospect’s trust through their competence.

Inside sales reps with insubstantial product knowledge will hurt your sales organization. When a rep reaches out to prospects with a limited understanding of your solution, all conversations are hinged on luck. There might be a chance that the prospect already knows about your product and decide to buy anyway, but are you willing to risk it?

Product knowledge in B2B Sales is essential for any sales organization. To foster positive customer experience and create trust between reps and prospects, showing strong expertise in your solutions is crucial.

Understanding The Basics

To create an army of competent sales reps, you need to instill product knowledge right from the beginning. Salespeople should be able to answer basic inquiries regarding your product and place it in the right context of different challenges.

Here are some questions to consider:

  • How will the product benefit customers in your industry?
  • What are the products basic characteristics? (Software type, platform, function)
  • How is it delivered?
  • What are the conditions of use?
  • How much does it cost?

Apart from these basic points, it’s essential for salespeople to understand why your company is the best choice to get this solution from. Having enough information to state your brand value proposition against the competition is an absolute necessity.

Salespeople need to have the ability and resources to relay these details as quickly and efficiently as possible, be it through writing or conversation. Sales collateral needs to be readily available for reps to review and send to prospects as needed. That said, they shouldn’t rely on these documents wholly. B2B prospects are easily turned off by a rep who has to refer to a document in order to answer a simple question. Salespeople need to be able to answer basic questions in a simple and customer-centric way without pulling up files.

Something to look out for is sales reps talking to prospects in technical jargon. It may be common internally to talk about features and benefits in technical terms. From the prospect’s perspective, however, the benefit in real and practical terms is what really matters.

Personalizing Customer Interactions

After a deal has been closed, what the customer often remembers is their experience with the sales rep. The way a rep behaved and talked during sales conversations plays a major role in their decision to purchase. Customers prefer that they’re not treated just like a lead. This is where the customer service component of sales comes into play. You need to be interested equally in helping them solve their challenges as you are in getting the deal closed.

To bring good customer service into every sales conversation, reps need to have deep product knowledge. It is only through this knowledge that reps will be able to cater to customers with different challenges.

Highlighting Benefits Over Features

Knowing your solution’s list of features helps your prospect make an informed decision. However, features only translate into zero value for your prospect.

Having a deep product knowledge in B2B sales allows reps to tell prospects how your solution will make a difference in their operations; whether it’s going to make their operations more efficient, their employees more productive, or their pipeline fuller and more active.

Product Knowledge Training

Here are some ideas on how to train your sales reps on product knowledge in B2B sales.

Explain The Importance Of Product Training

Begin each product training session with a story or a quote that emphasizes the importance of knowing your product thoroughly.Lookup influencers in the business space. Read their articles and features. Find a quote or a short anecdote that demonstrates the importance of product knowledge. Make sure that you’re able to tie back the quote with your reps’ experiences on the sales floor for better recall.

Use Games To Make Product Learning Fun

Gamifying training is a great way to get your reps involved and have fun in the process. Incorporating game mechanics into product training has been a proven approach–use quizzes, contests, even incentivized games to get better engagement in your training programs. Creating this fun atmosphere around learning about your products will reinforce product knowledge while not adding to the stress of their everyday jobs.

Employ Memory Exercises

Pop quizzes and other memory exercises should be incorporated into your sales reps daily operations. These activities help them be always on alert when it comes to keeping up with product updates and basic product knowledge. Sales managers could assign a rep each week to enforce these exercises during work hours in a way that doesn’t disrupt operations.

Product Training Software

Using product training software should facilitate learnings across the sales floor. Through guided self-learning, your sales organization can save on training costs and maximize rep efficiency. Most product training software also comes with analytics functionality that allows leaders to customize training modules according to the rep’s performance.

Capture Customer Feedback

Getting the feedback from your customers is crucial in getting first-hand insight into how your reps are performing during calls. Knowing what your customers really think allows employees to understand what works from the perspective of their prospects. Use surveys, feedback emails, or even follow up calls to directly ask your customers about how reps handle calls. Knowing these details will help sales leaders design programs to improve product knowledge, customer service, and call handling in general.


Reps who are knowledgeable about the ins and outs of the product they’re selling are those who are most effective in delivering real value to prospects. In nowadays competitive business landscape, it’s important to equip your teams with the necessary information to win clients. Make sure to invest in development training for your sales reps. As Maurice Clapton said, “Knowledge pays off more than any other investment.


Do you have any other ideas on why product knowledge in B2B sales is crucial for success? Would you add any other point to those above-mentioned? Share your thoughts in the below comments section.

Helping businesses have better customer conversations as CEO of Tenfold. I grew up in a business that knew every customer by name. Our mission at Tenfold is to make that possible for every company and put bad customer service out of business.

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