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

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

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.

In-person or over the phone communications are 34 times more efficient than email communications. Understand how you can get more results in sales by using the phone or meeting with people.

We are pleased to join the CPSA as an Accredited Partner and start offering our comprehensive sales training programs to the CPSA network of sales professionals. Prima Resource implements sustainable best practices and process along three axes of sales excellence: people, structure and execution.

Sales managers impact a team’s performance. However, no matter how skilled they are as managers are, results are enhanced or limited by the sales manager’s beliefs. Some are sales-related, others are management-related. Here’s how to address their limiting beliefs.

Sales management should be based principles that defy the passing of time. The following article brings together 10 fundamental concepts that any ambitious representative, director and sales leader must master.

This article is a must-read for every sales representative, sales manager, or sales leader looking to improve their selling skills with the 10 fundamental pieces of sales advice.

Sales objections aren’t obstacles, they’re really just an opportunity to ask more questions. Learn how to efficiently handle most common objections in B2B.

Hiring a sales manager? Thinking of promoting someone from within? Discover the 20 skills and competencies every great sales manager should have.

Detrimental to sales performance, limiting beliefs are strongly rooted in 84% of salespeople. They must be replaced with new beliefs that support performance in sales.

Controls emotions: when a salesperson panics in the heat of the moment or becomes too excited when they hear what they want to hear, they aren’t controlling their emotions and stop listening to prospects and asking questions. They effectively lose control their sales process.

Sales onboarding is a critical step of sales recruitment. Follow the principles from this article to give your new sales force every chance to succeed.

A hiring error in sales is expensive. That’s why you need a sales-specific recruitment process. Discover the 5 steps to a good sales recruitment process.

Managing the length of a sales process has an impact on the total duration of the sales cycle. It might sound ironic, but you need to slow down to close faster.

There are 10 reasons why potential customers do not want to buy. Price and sales representative personality are not part of those reasons. See what criteria to analyze to discover the reasons behind the win or the loss of each opportunity & understand what each sales representative needs to work on.

The limits we set ourselves are all in our heads, but so is the key to overcoming them. Everyone has the potential to succeed, but only those who consciously choose to work at achieving every day, regardless of environment or circumstances, will get there.

Do you want to become an elite sales rep? There are 3 important elements – the will to sell, sales DNA and sales competencies. Read how this top representative – strong in all three elements – climbed to the top of her profession.

Do you need to get better results from your cold calls and prospecting efforts? These 5 practices are stunting your success. Discover why and how to remedy the situation.

Productivity is important when you’re in Sales: prospecting, qualifying leads, asking questions, presenting, sending proposals, answering emails, calling, meeting existing clients… there’s a lot to do. Follow these 6 tips to get more done…