Let’s explore how sales managers are often not providing sales reps what they need to perform at higher levels and what you can do to build a thriving sales organization.

Showcase the value of asking open-ended questions by playing the game 20 Questions with your clients. Play it the right way, then let the client ask you directly what you’re thinking of. Shorten the process to everyone’s benefit.

Sales organizations can be simple or they can be complex. Read the full article to learn the different roles of a sales organization.

To achieve sales goals, without having an unrecoverable summer sales slump, sales teams can apply 5 successful strategies.

Best practice guide for successfully generating sales opportunities at when you attend B2B trade shows or events. From trade show preparation to follow-up.

Selling value is paramount to consultative selling. What key skills and competencies do sales managers need to help sales representatives sell value?

Here are 5 strategies for selling and maintaining margins in the context of inflation to ensure the sustainability of B2B companies.

Prospects’ buying habits are changing at a rapid pace, but are B2B salespeople following best practices to increase sales and avoid prospect traps?

Laurentide Controls’ success story with Prima Resource to transform the company’s sales and return to growth in the midst of a pandemic.

At the end of a strategic planning process, here are the elements of the sales strategy that need to be aligned to achieve business and growth objectives.

Before investing in a CRM, you should be able to answer these 7 questions, to make sure you choose the perfect solution for your needs.

Sales technology creates value for businesses when they are carefully selected and integrated. Follow our guide to invest in key sales technologies.

Successful sales transformations require 7 key steps that define what to transform and how to transform. Learn about the proven process.

The Prima team shares its reading recommendations on the topics of leadership, personal development, growth and sales.

Sales hunters are vital to a sales organization but sales evaluations demonstrate that only 40% of salespeople have the right competencies. Read the full article!

Explore the best strategies for recruiting B2B salespeople to help SMBs overcome the obstacles associated with the current talent shortage.

Closing B2B sales starts with the early stages of the sales process. Here are 3 steps that increase the closing rate with less effort.

For a constant and profitable sales growth, even when everything is going well, it is necessary to perform a sales transformation.

Sales transformation is a complex and rewarding process that cannot be achieved without strong committment and giving up habits, 2 keys to success

Compensation is an essential part of a well-functioning sales department, impacting motivation, commitment and, most importantly, results.

B2B sellers: How to improve the quality of conversations with clients and build trusting relationships by being fully present and attentive.

CRM is a key tool to strengthen the sales team on a daily basis. That’s why the cheapest or most popular option is often not a good fit.

Leaders need to work on their company’s sales culture now, whether the sales environment is favorable or not right now.

This is the method that has helped me the most to progress personally and professionally by setting goals and having a plan to achieve them.

Adapt your management style to ensure the discipline of your sales force, the elimination of deficient behaviours and goal achievement

How to make the sales training that you offer to your salespeople more profitable by applying 5 principles of sales reinforcement and coaching

As a sales manager, learn how to improve your recruitment and coaching methods with a specific sales evaluation tool.

Learn how to differentiate yourself through your sales prospection approach and learn to gain a greater trust from your customers and discard competition

Designing a great sales strategy is necessary to generate greater revenues, thus ensuring constant growth. Learn the fundamentals to an efficient strategy.

We have compiled the articles that have been the most popular among our readers this year. Read about sales management, sales coaching, and social selling.

Learning to refuse sales opportunities can be counter-intuitive, but it will allow you to choose only the best and save time and energy

How to eliminate inaccuracies in sales forecasts to reach goals and generate growth. Stop making 6 mistakes in sales forecasts by following simple rules.

How a sales manager’s resistance to change can be detrimental to success when implementing a new transformation program of the sales force

To have more growth and ensure sustainability, business leaders must invest in sales (analysis, processes, training and coaching).

It is important for business leaders to be aware of the aspects of decision-making that can affect the company to address them.

Representatives often do not have the required skills or know how to negotiate well. Here is how to proceed during a consultative sale.

You don’t have to wait to ask for referrals, learn how you can ask for references as early as at the end of the first meeting or the prospecting call.

It is necessary to know when to use transactional selling rather than consultative selling, because there’s a difference of investment and effort required.

Years of experience in sales is not worth much if it is not supported by strong sales DNA. Find out what differentiates elite sellers from the rest.

The structure of a good sales coaching is essential to improve the performance of a sales team. To be an effective coach, follow our guidelines.

Large sales opportunities can be very attractive, but don’t let them spin you off your wheels. Variety is key to reaching your objectives and not caring.

Plan, build and maintain: the 3 steps to ensure you have an effective LinkedIn profile for social sales and establish your credibility.