<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=257575318280254&amp;ev=PageView&amp;noscript=1">
4 tips to avoid missing sales opportunities during summer

12 Jul

4 tips to avoid missing sales opportunities during summer

Frederic 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.

 

 

It's time to work on your action plan. To

READ MORE

Recent Articles

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

5 May

Sales reps need to be able to engage their customers in conversation if they want to make a sale. One of the best ways

Frederic Lucas

5 minutes read

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

5 strategies to avoid the summer sales slump

21 Apr

Every year during summer, many clients share with me the same comment: "July and August are not looking good, the

Frederic Lucas

7 minutes read

5 strategies to avoid the summer sales slump

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

9 Mar

 

If our daily shopping habits are any indication, and also based on what is so frequently written by digital

Frederic Lucas

6 minutes read

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

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

23 Feb

 

It's no secret that a well-executed sales strategy is critical to a company's success. However, crafting a winning

Frederic Lucas

8 minutes read

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

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

15 Feb

 

Companies invest massively in technology and systems in order to improve sales and overall company results. If you’re

Frederic Lucas

12 minutes read

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

7 keys to a successful B2B sales transformation [video]

17 Jan

 

Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in

Frederic Lucas

6 minutes read

7 keys to a successful B2B sales transformation [video]

Contact a Prima Resource Expert
Sales growth and the principle 'You don't fix it if it isn't broken'

23 Nov

 

It is a very common principle: you don't fix it if it isn't broken.

 

In many cases, this principle is indeed the

Frederic Lucas

5 minutes read

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

13 quotes to understand sales transformation

3 Nov

 

In the last few years, companies have had to go through a lot of adaptations. They bring their share of

Frederic Lucas

6 minutes read

13 quotes to understand sales transformation

How to create a compensation plan for B2B sales representatives

16 Sep

 

Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales

Frederic Lucas

4 minutes read

How to create a compensation plan for B2B sales representatives

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

15 Dec

Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going

Frederic Lucas

4 minutes read

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

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

2 Jun

 

 

As a sales manager, you have a key role to play in the success of sales training initiatives for your team. Indeed,

Frederic Lucas

3 minutes read

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

The Fundamentals of a Good Sales Strategy

13 Feb

Let’s begin with an example. Suppose you are selling construction materials for a specific territory, which we will

Frederic Lucas

4 minutes read

The Fundamentals of a Good Sales Strategy

Why should sales opportunities be disqualified instead of qualified

11 Dec

Do you have difficulty qualifying enough sales opportunities that turn into revenue? Stop qualifying them, and start

Frederic Lucas

3 minutes read

Why should sales opportunities be disqualified instead of qualified

5 signs that a sales manager is sabotaging the sales transformation

18 Oct

When business leaders implement a transformation program for their sales force, they inevitably encounter resistance

Frederic Lucas

3 minutes read

5 signs that a sales manager is sabotaging the sales transformation

6 bad decision-making habits that hurt businesses

6 Sep

 

Business leaders and owners constantly have to make decisions in their lives and for their company. Decisions made on

Frederic Lucas

3 minutes read

6 bad decision-making habits that hurt businesses

When Not to Use Consultative Selling, but Rather Transactional Selling

13 Aug

I often talk about consultative selling and the fact that it is the sales approach that elite sellers systematically

Frederic Lucas

3 minutes read

When Not to Use Consultative Selling, but Rather Transactional Selling

New form of prospecting: inbound call better than cold call?

12 Jun

While we have heard a lot that telephone prospecting was going to disappear in recent years, I have never agreed with

Frederic Lucas

5 minutes read

New form of prospecting: inbound call better than cold call?

What is Baseline Selling Methodology and why you should use it

23 May

 

A few years ago, Pete Caputa, VP of Sales for HubSpot posted a list of the 3 best sales books that new

Frederic Lucas

3 minutes read

What is Baseline Selling Methodology and why you should use it

What causes a high turnover rate in a sales force?

10 May

 

 

Two types of companies have a turnover issue with their sales force.

 

First, there are those whose turnover rate

Frederic Lucas

4 minutes read

What causes a high turnover rate in a sales force?

Leaders are Placing Sales Priorities in the Wrong Order!

15 Mar

 

After reading the “ State of Inbound 2018 ” report, I was struck by the data it revealed concerning companies’ top

Frederic Lucas

4 minutes read

Leaders are Placing Sales Priorities in the Wrong Order!

Why are Sales Representatives Uncomfortable Talking About Money?

28 Feb

A salesperson must be able to have an in-depth conversation with their prospects about their finances.

 

As much as

Frederic Lucas

5 minutes read

Why are Sales Representatives Uncomfortable Talking About Money?

Roles and responsibilities of sales managers

15 Feb

 

80% of the roles and responsibilities of sales managers consist of ensuring that sales representatives are executing

Frederic Lucas

10 minutes read

Roles and responsibilities of sales managers

How to Lower Prospect Resistance with Content Marketing

6 Feb

 

Sales and marketing have changed since 2008. Historically the two departments worked in silos; today it's more

Frederic Lucas

4 minutes read

How to Lower Prospect Resistance with Content Marketing

How to Become a Better Salesperson

18 Jan

 

All representatives should constantly pursue a common goal: to become a better salesperson. Whether your sales

Frederic Lucas

8 minutes read

How to Become a Better Salesperson

4 Reasons Your Sales Department Isn’t Recession Proof

16 Jan

 

When the economy's doing well, business tends to do well. In turn, this reality influences the behavior and

Frederic Lucas

4 minutes read

4 Reasons Your Sales Department Isn’t Recession Proof

What's Consultative Selling?

11 Jan

 

Selling has changed since 2008.

 

As Objective Management Group (OMG) states, the most significant changes are

Frederic Lucas

12 minutes read

What's Consultative Selling?

How to Reach Decision Makers

28 Dec

 

Sales managers often overlook a rep's ability to reach a company's decision-maker. It's a key sales success factor.

Frederic Lucas

8 minutes read

How to Reach Decision Makers

How to Identify a Prospects Reasons for Buying

26 Dec

 

It's harder to get some customers to decide than others. It isn't necessarily related to the quality of your

Frederic Lucas

3 minutes read

How to Identify a Prospects Reasons for Buying

How to Hire Great Sales Hunters

19 Dec

 

Prospecting is at the heart of the sales hunter job.

 

Unlike account managers and farmers, hunters focus most of

Frederic Lucas

7 minutes read

How to Hire Great Sales Hunters | Prima Resource

How to Create a Good Sales Compensation Plan

5 Dec

 

A sales compensation plan must be carefully rolled out after an elaborate analysis and evaluation of your market

Frederic Lucas

4 minutes read

How to Create a Good Sales Compensation Plan

Why the Diversity of Your Sales Force Is Critical to its Success

30 Nov

 

The more diversified a sales team is, the more multidimensional and more vibrant in collective knowledge it is.

Frederic Lucas

4 minutes read

Why the Diversity of Your Sales Force Is Critical to its Success

A Short Guide on How to Handle the

28 Nov

 

Before you can even hope to handle the I need to think about it sales objection, you need to accept that it is, in

Frederic Lucas

3 minutes read

A Short Guide on How to Handle the "I Need to Think About It" Objection

How to handle price objections

21 Nov

 

When a rep faces a price objection, he or she risks losing control of their sales process.

 

It’s important to

Frederic Lucas

4 minutes read

Price is too high objection | How to respond to price objections

12 Sales Manager Questions Leaders Need to Have Answered

7 Nov

 

Hiring or promoting a new sales manager or reviewing a current one? Ultimately, every sales leader needs to answer

Frederic Lucas

9 minutes read

12 Sales Manager Questions Leaders Need to Have Answered

5 Components of Killer Post-Call Coaching Session with your Reps

24 Oct

 

Sales coaching is an essential aspect of sales management. There are many ways to do it. The sales manager chooses

Frederic Lucas

4 minutes read

5 Components of Killer Post-Call Coaching Session with your Reps

How to Manage a Sales Team: The Ultimate Guide

17 Oct

 

Call it a sales team or a sales department, it’s a major component of any business. Nowadays, with advancement of

Frederic Lucas

14 minutes read

How to Manage a Sales Team: The Ultimate Guide

How to Coach Your Salespeople Before a Prospect Meeting

12 Oct

 

There are a few moments where sales managers can coach their salespeople: during weekly funnel reviews, during

Frederic Lucas

3 minutes read

How to Coach Your Salespeople Before a Prospect Meeting

How to Promote a Sales Manager to VP of Sales

21 Sep

 

Promoting a sales manager to VP of sales is a crucial decision for any business leader. It requires a lot of

Frederic Lucas

3 minutes read

How to Promote a Sales Manager to VP of Sales

How to Structure Your Sales Team for Success

19 Sep

 

There comes a time for every sales leader when you start questioning what exactly is preventing you from attaining

Frederic Lucas

5 minutes read

How to Structure Your Sales Team for Success

What Makes a Good Salesperson? [Video]

7 Sep

 

There's a big difference between the image you certainly have of a good salesperson and reality. I regularly have

Frederic Lucas

12 minutes read

What Makes a Good Salesperson? [Video]

Sales Motivation: How Motivated are your Salespeople to Achieve Success?

17 Aug

 

Motivation is one of the 21 competencies that make a good salesperson.

 

In his article Motivation is the “what”

Frederic Lucas

4 minutes read

Sales Motivation: How Motivated are your Salespeople to Achieve Success?

How the Need for Approval Affects Sales Closing Rates

10 Aug

 

When a salesperson has a high need for approval, it means he or she would rather be liked by their prospect than to

Frederic Lucas

6 minutes read

How the Need for Approval Affects Sales Closing Rates