Prospects’ buying habits are changing at a rapid pace, but are B2B salespeople following best practices to increase sales and avoid prospect traps?

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

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

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.

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.

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.

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.

You don’t sell to a customer who HAS to buy the way as with a customer who COULD buy. One key to success is figuring out how to convert a has to buy to a could buy. Find out how to distinguish between the 2 types of customers to close more sales.

Sometimes, salespeople have no control over a negative sales outcome, even if they perform the sales process perfectly. What should they do in such cases?

In sales, competition has many facets. Salespeople tend to only focus on direct competitors, but there are 3 types of competition and it is necessary to know that they are generally all present. That is why a sales process must allow the sales team to address them all adequately.

What’s a B2B Sales Process? How efficient is your current process? Discover the benefits and elements of an optimized sales process as well as some of the required steps.

Are you looking to rework your sales process? Here are 5 key sales process steps your representatives should follow to optimize your sales team performance

Managing the length of a sales process has an impact on the total duration of the sales cycle. It might sound ironic, but you need to slow down to close faster.