Increasing demands for international solution selling call for a better understanding of the interpersonal communication competence required of sales professionals. Accordingly, this study investigates discipline-specific needs regarding the interpersonal communication competence required by business-to-business (B2B) salespeople. Empirical data was collected via 39 in-depth interviews from international B2B salespeople, sales managers, CEOs and sales communication educators. As a result, we have formed a new conceptualization of sales communication competence in international B2B solution selling comprising four components: (1) a behavioral communication component, (2) an affective communication component, (3) a cognitive communication component and (4) sales acumen. Managerial implications are presented with recommendations for future research. •The research provides a new theoretical conceptualization of sales communication competence in B2B solution selling.•Data consists of 39 in-depth interviews from international B2B solution salespeople and sales communication educators.•Sales communication competence consists of sales acumen and behavioral, affective and cognitive communication components.•Sales acumen forms the core of communication competence in international B2B solution selling.•Results help to determine the necessary content for sales training.