[ghaff]

In my experience, computer-related B2B, that's pretty much spot on. I've never known a successful sales rep who didn't come across as an extrovert by any reasonable definition of the word. Did they all start out that way and it just came naturally? I have no idea.

But that doesn't mean they're all the frat boy stereotype, taking customers out wining and dining all the time, and then signing the deal on the golf course.

Rather they spend a lot of time and effort navigating large organizations, engaging technical people to talk with and work with the right people at the customer, and developing a relationship that will eventually lead to a sale.