What do I need to know in B2B selling?

Before the Sale:

#1: Focus on top prospects and contact them frequently.
#2: Research prospects prior to each meeting.
#3: Commit time and energy to making the sale.
#4: Truly desire to help the prospect.
#5: Transcend the need to make the sale.
During the Sale:

#6: Listen more than you talk.
#7: Cultivate insider “coaches” to learn requirements.
#8: Communicate unique value.
#9: Interface well with your support staff.
#10: Solve problems as a consultant.
#11: Meet deadlines for customer milestones.
#12: Recognize when a sale is not going to happen.
#13: Recognize when the prospect is ready to buy.
After the Sale:

#14: Get referrals and follow up on them.
#15: Appreciate and thank the customer.
#16: Express thanks towards those who helped.
#17: Create a long-term relationship.
Throughout:

#18: Keep a sense of proportion.