12 Jul

4 tips to avoid missing sales opportunities during summer

Frédéric Lucas

The weather is getting warmer and warmer and many of you are already starting to plan your next summer vacation. Everyone is very excited that summer is around the corner, but when it comes to doing some sales during this season, many of you forget that it is already time to get prepared for this period. It is no news that summer is known to be a season that discourages a lot of salespeople. Motivation is down, the pipelines are often almost empty, salespeople are not trying to engage with any prospects and there is not enough prospection.

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Recent articles

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18 May

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.

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5 reasons sales managers fail at developing stronger sales teams

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5 May

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.

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The Power of Open-Ended Questions in Sales: Let’s Play a Game!

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20 Apr

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

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The Different Roles of a Sales Organization

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13 Apr

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

Frédéric Lucas

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5 strategies to avoid the summer sales slump

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7 Apr

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

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Best practices for taking advantage of a B2B event or trade show

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6 Apr

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

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Want to sell value? You need these sales management competencies first

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30 Mar

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

Louis Larochelle

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5 Strategies B2B Companies Can Use to Maintain Margins When Inflation Is High

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9 Mar

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

Frédéric Lucas

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Has B2B sales adapted to the way decision-makers buy?

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1 Mar

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

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Success story: 3-level wins with Prima Resource

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23 Feb

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.

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How to leverage strategic planning to build a winning sales strategy?

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15 Feb

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.

Frédéric Lucas

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Choosing the right CRM: 7 critical questions you need to answer

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10 Feb

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

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6 Sales Technologies All B2B Companies Need in 2022

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17 Jan

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

Frédéric Lucas

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7 keys to a successful B2B sales transformation [video]

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4 Jan

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

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Leadership, Management and Development: Reading Suggestions for 2022

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3 Jan

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!

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How to Hire Great Sales Hunters

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8 Dec

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

Frédéric Lucas

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Talent shortage, the best strategies to hire B2B salespeople

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25 Nov

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

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Strategy for Winning B2B Sales: What is Most Important Before Closing

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23 Nov

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

Frédéric Lucas

4 minutes read

Sales growth and the principle ‘You don’t fix it if it isn’t broken’

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3 Nov

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

Frédéric Lucas

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13 quotes to understand sales transformation

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16 Sep

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

Frédéric Lucas

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How to create a compensation plan for B2B sales representatives

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4 Feb

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

Éric Dionne

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Selling with mindfulness for greater success

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12 Jan

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.

Jonathan Lucas

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Why implement a quality CRM, not the cheapest or most popular option?

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15 Dec

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

Frédéric Lucas

4 minutes read

When is the best time to work on the sales culture?

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25 Nov

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.

Éric Dionne

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How to set personal goals for your success

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2 Sep

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

Louis Larochelle

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Sales managers’ challenges with accountability

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2 Jun

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

Frédéric Lucas

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Sales managers: 5 ways to reinforce sales training for higher performance

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19 Mar

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

Éric Dionne

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The one tool I missed the most when I was a sales manager

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10 Mar

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

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How to differentiate yourself in sales prospecting

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13 Feb

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

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The Fundamentals of a Good Sales Strategy

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22 Jan

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.

Émeline Gleitz

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Top 5 of our most read sales articles in 2019

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11 Dec

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

Frédéric Lucas

4 minutes read

Why should sales opportunities be disqualified instead of qualified

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14 Nov

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

Louis Larochelle

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6 sales forecast errors that will make you miss your goals

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18 Oct

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

Frédéric Lucas

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5 signs that a sales manager is sabotaging the sales transformation

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17 Sep

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

Blogueur invité

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The Importance of Investing in Sales to Boost Growth

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6 Sep

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

Frédéric Lucas

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6 bad decision-making habits that hurt businesses

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28 Aug

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

Louis Larochelle

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Negotiation 101 in Consultative Selling

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21 Aug

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.

Blogueur invité

4 minutes read

When, How, and to Whom Should Salespeople Ask for Referrals?

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13 Aug

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

Frédéric Lucas

3 minutes read

When Not to Use Consultative Selling, but Rather Transactional Selling

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6 Aug

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.

Éric Dionne

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Sales Skills vs. Sales DNA: Here Is What to Focus on

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31 Jul

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.

Louis Larochelle

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How to structure your sales representatives’ coaching

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24 Jul

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.

Blogueur invité

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Are you handling large sales opportunities the right way?

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17 Jul

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

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3 Steps to Create a Great LinkedIn Profile for Salespeople