LinkedIn Poll (CONT’D FROM PAGE 1)
The One Trait That Actually Drives Sales Success The best salespeople, regardless of their background, share one crucial characteristic: intellectual curiosity. This is the trait that makes you want to know more about your prospect’s situation, ask better questions about their challenges, and dig deeper into their world. When you do,
What Buyers Actually Want Here’s what the poll should have asked: “What do B2B buyers actually want from salespeople?” The answer isn’t someone who can out-compete them, entertain them, or speak technical jargon at them. Buyers want salespeople who understand their world, ask intel- ligent questions about their challenges, and provide in- sights they haven’t considered. They want someone who’s more interested in solving their problems than showcasing their own skills. This is where the poll’s options fall short: Former athletes bring competitiveness, but buyers ar- en’t looking for someone to beat them – they’re looking for someone to help them win. Theater kids know how to command attention, but modern buyers are overwhelmed with people trying to get their attention. They’re more likely to value someone who gives them attention instead. Engineers might speak technical language, but only when selling to other engineers. More importantly, tech- nical knowledge without business acumen often leads to feature-focused presentations that miss the buyer’s real concerns. Career salespeople might have experience, but if that experience consists of outdated techniques and seller-fo- cused approaches, it’s actually counterproductive.
you discover needs, uncover pain points, and identify op- portunities that your less curious competitors miss entirely – which means that you really don’t have competitors on that particular Buyer’s Journey. Intellectual curiosity isn’t just nice to have – it’s the foundation of everything that works in modern selling. Think about it: 80 percent of your chance to win or lose the sale is determined by the time you ask your last CONTINUED ON PAGE 22
20 January 19, 2026
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