In sales, there are three key factors that determine an individual’s success. The first is the tactical aspect – a teachable skill. This encompasses everything that can be acquired through training; sales techniques, processes, and the art of conducting a sales conversation from first contact with prospects to debriefing with customers. Next, there is what … Read more

Asking for a referral can feel nerve wracking. After considering the stats & testing the waters, not only is it a lot less daunting than it seems, but most people are genuinely happy to provide a referral (bonus points if you can reciprocate!).

We’re in a challenging hiring market. Finding the ideal candidate can seem like a stroke of luck. Most of the good ones aren’t actively searching for a new job, but that doesn’t mean they’re unreachable.

Small gestures focused on training, coaching and following-up with your distributors can have very beneficial effects on your sale objectives.

The end of the current year is intimately linked to the start of the following year. If you don’t take the necessary measures at the end of the year, you’re in trouble.

AI has been around for a long time, but is now a concrete tool for sales professionals, and can play four major roles for sales reps…

The essential elements that will enable you to measure the performance of your sales team and better plan your growth.

See how our team has increased efficiency and reduced wasted time thanks to technology.

Understanding the signs that a sales rep needs to improve their skills is crucial to increasing sales performance.

Internal and external sales are fundamentally different, even from one sales organization to another.

Choosing a CRM for your sales team is a crucial decision that impacts sales productivity and performance.

Discover the five tips that will enable you to successfully manage change in a sales team.

Don’t underestimate the power of listening and communication in sales; they are the foundations on which success is built.

Time to stop feeding the limiting belief that the hot summer season is poor for reps. Take our advice to fill your pipeline and reach your sales goals.

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.