Learning to refuse sales opportunities can be counter-intuitive, but it will allow you to choose only the best and save time and energy

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

How a sales manager’s resistance to change can be detrimental to success when implementing a new transformation program of the sales force

To have more growth and ensure sustainability, business leaders must invest in sales (analysis, processes, training and coaching).

It is important for business leaders to be aware of the aspects of decision-making that can affect the company to address them.

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

You don’t have to wait to ask for referrals, learn how you can ask for references as early as at the end of the first meeting or the prospecting call.

It is necessary to know when to use transactional selling rather than consultative selling, because there’s a difference of investment and effort required.

Years of experience in sales is not worth much if it is not supported by strong sales DNA. Find out what differentiates elite sellers from the rest.

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.

Large sales opportunities can be very attractive, but don’t let them spin you off your wheels. Variety is key to reaching your objectives and not caring.

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

To integrate recurring revenues into your business model, you need to restructure your sales team, review your compensation plan and track sales.

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

The inbound call is not the miracle cure for the ineffectiveness of the cold call and this method of prospecting is also misused. Follow our expert advice.

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.

The Baseline Selling Methodology is an easy to use and easy to customize consultative selling approach. Learn why you and your salesforce should use it.

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

A high turnover rate of your sales reps is problematic. However, a low turnover rate should also be avoided. What’s the right balance to achieve and, above all, why?

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

Resist the urge to send out an early proposal by halting a prospect who’s trying to fast track the process. Proposing should remain at the end of the sales process, when the prospect and rep have a clear grasp of the situation.

The trick to get out of a pricing conversation, or how not to get stuck in one, is using consultative and value selling. With open-ended questions, reveal the client’s compelling reasons to buy. Focus on value, not price!

Sales managers should benefit from the same type of coaching sessions as sales reps. This coaching should be provided by sales leaders. Managers should be listened to and practice dealing with various tough situations through role play.

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 leaders benefit from reviewing the order of their priorities. Balancing goals and incorporating proper training programs are a few ways to increase the efficiency in sales.

A sales manager must make sure their sales reps don’t negatively impact the sales process with their discomfort to talk about money. With coaching and role play, the sales manager can help the reps get over their discomfort.

The key to a successful coaching session is to create a safe environment for your reps. They must feel listened to and be confident that they can openly discuss their mistakes without fear of repercussions.

What are the key roles and responsibilities of sales managers? They need to dedicate most of their time to 4 specific areas. Read the full article to learn more!

Employers must take into account industry, growth, and risk factor as well as a rep’s motivation type when drawing up their compensation plans.

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.

Do you need an effective solution to lower customer resistance even before they speak with sales? Invest in a content marketing strategy. But to do this, marketing needs to focus on these 3 things…

A VP Sales compensation plan plays a huge role in a company’s success, it should reflect their level of performance and responsibility. Learn more!

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.

When reviewing sales compensation plans, sales VPs should start with a sales force evaluation, then conduct a yearly review of their team’s motivation and turnover levels, and look at the market for comparable.

Good salespeople take it upon themselves to become better reps. They invest time money and effort to improve sales skills. These are the 6 ways to become a better salesperson…

It is important to acknowledge successes and celebrate victories. However, good times shouldn’t be synonymous relaxing. Avoid falling into complacency and take advantage of good times to surpass yourself as a sales leader and rep.

Sales has radically changed since 2008. Consultative selling helps salespeople succeed in this new environment. Discover what is and isn’t consultative selling, what are the skills required and why so few salespeople can actually do it.

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 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.

Reaching decision-makers is one of the key sales success indicators. But reps often don’t do it – even if they know how. There are 3 main reasons why they don’t reach decision-makers. The main consequence is a significant increase in the length of the sales cycle.