<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=257575318280254&amp;ev=PageView&amp;noscript=1">
Want to sell value? You need these sales management competencies first

6 Apr

Want to sell value? You need these sales management competencies first

Louis G. Larochelle

As a sales manager, you are responsible for developing and leading your team to success. One of the critical factors in sales performance is selling value. Being able to sell value means that sales teams can steer the conversation away from price.

 

But what specific competencies are required to help your reps sell value effectively?

 

This article will outline the skills sales managers need to do just that. We will also cover how salespeople can do their part to maintain margins and even increase the profitability of their accounts.

 

With inflation on the rise, do you find it even more

READ MORE

Recent Articles

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?

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

6 Sales Technologies All B2B Companies Need in 2022

10 Feb

Companies and sales leaders need to invest in sales technology to remain competitive in today’s marketplace. The

Jo Lucas

12 minutes read

6 Sales Technologies All B2B Companies Need in 2022

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]

Leadership, Management and Development: Reading Suggestions for 2022

4 Jan

 

 

Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that

Emeline Gleitz

11 minutes read

Leadership, Management and Development: Reading Suggestions for 2022

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'

Contact a Prima Resource Expert
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

The Importance of Investing in Sales to Boost Growth

17 Sep

In general, companies are often looking for growth flows. Indeed, most are looking to grow faster by generating more

Guest blogger

5 minutes read

The Importance of Investing in Sales to Boost Growth

The Impact of Recurring Revenues on Sales

10 Jul

Companies wishing to establish a recurring revenue business model are looking to ensure the stability and profitability

Guest blogger

3 minutes read

The Impact of Recurring Revenues on Sales

Science proves that face-to-face is more effective than email

5 Jun

 

E-mail and other virtual means of communication have replaced face-to-face and telephone interactions, so much so

Emeline Gleitz

4 minutes read

Science proves that face-to-face is more effective than email

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

Prima Resource inc. now offers CPSA Accredited Sales Training Program

18 Mar

 

MONTREAL, March 18, 2019 – Prima Resource inc., a Canadian leader in sales excellence, announced today that Baseline

Emeline Gleitz

2 minutes read

Prima Resource inc. now offers CPSA Accredited Sales Training Program

The Secret to Growth Is an Opportunity Management Committee

3 Aug

 

The secret to a successful business is in the details. Sometimes perceived as trivial, these details are in fact

Jean-Francois Fontaine, B.Ing. M.Sc.A.

3 minutes read

The Secret to Growth Is an Opportunity Management Committee

The Secret Strategy to Increase Your Sales

15 Jun

 

Is trying to find THE strategy to grow your company's sales overwhelming? Well, stop it! There is a secret and

Frederic Lucas

4 minutes read

The Secret Strategy to Increase Your Sales

Increase Your Sales with these 10 Best Practices

1 Mar

How would you like to grow your sales revenue? Whether you're selling products, services or concepts, the ability to

Frederic Lucas

4 minutes read

Sales management 10 best practices | Increase your sales