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…

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

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

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.

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

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

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

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

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.

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

Consensus in decision-making makes the sales process more complex and undermines opportunity. To minimize risks, representatives must avoid this situation.

There are many fake reasons to lose sales. Sales leaders must be able to recognize the real reasons for their salespeople’s failure.

Business leaders need to develop effective ways to improve the recruitment of their salespeople to cut their losses and reach goals.

Role-playing is an essential coaching tool to develop salespeople. They are 4 situations where role-playing works particularly well: recruitment, onboarding and development of a salesperson as well as during pre-meeting coaching sessions.

LinkedIn is an essential tool for any salesperson who needs to find new business. While most reps simply connect with prospects and spew out their pitches, this approach generates much better results. Follow this 4-step approach to get more success when you use LinkedIn.

With this ultimate sales coaching guide, learn when and how often to coach, how to set coaching goals and how to use role-playing as a coaching tool.

Sales prospecting isn’t easy. If your salespeople are prospecting too little or irregularly, evaluating them objectively on the 21 core sales competencies will allow you to identify why they aren’t prospecting: their will to sell, their sales DNA or their technical selling skills.

Sales managers tend to misuse sales pipeline reviews. Pipeline review meetings are essential in sales coaching. Follow 5 stages of an effective review.

Different from group coaching, co-development uses the collective intelligence of the sales team to help a salesperson progress in a blocked sales opportunity and ultimately increase sales.

Because they allow for an increased supervision of sales activities and the improvement of prospecting skills, sales automation tools are as much the happiness of directors as of representatives.

Artificial intelligence will become more and more important in sales processes. AI helps salespeople concentrate their time and energy in being more consultative. Reps and sales managers must be prepared for this new reality, by mastering consultative selling.

Customer service is increasingly called upon to generate sales within companies. Here are some mistakes to avoid.

Although having a well-defined sales process specific for your company is essential, but it doesn’t do much good if it isn’t followed, and that’s what your CRM should allow. Integrating the Baseline Selling Methodology into your CRM allows a global view of your sales process.

Make sure your sales team meets its targets by discovering individual personal objectives for each sales representative.

The 6 steps of this social selling process allow you to easily go through all elements required to use LinkedIn for B2B sales each day.