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
Recent Articles
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!
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
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?
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?
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]](https://blog.primaressource.com/hubfs/Imported_Blog_Media/7%20cles%20pour%20reussir%20la%20transformation%20des%20ventes%20dans%20les%20entreprises%20B2B-Prima%20Ressource-2.jpg)
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]
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'
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
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
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?
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
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
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
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 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
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
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?
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
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?
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!
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?
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
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
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
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
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?
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
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
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
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
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
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
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
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
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
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
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
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
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]](https://blog.primaressource.com/hubfs/Imported_Blog_Media/jonathan-francisca-227556-unsplash-184560-edited-2.jpg)
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]
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?
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