12 Jul

4 tips to avoid missing sales opportunities during summer

Frédéric 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.

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Recent articles

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11 Dec

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

Frédéric Lucas

4 minutes read

Why should sales opportunities be disqualified instead of qualified

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14 Nov

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

Louis Larochelle

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6 sales forecast errors that will make you miss your goals

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21 Aug

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.

Blogueur invité

4 minutes read

When, How, and to Whom Should Salespeople Ask for Referrals?

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12 Jun

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.

Frédéric Lucas

4 minutes read

New form of prospecting: inbound call better than cold call?

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28 Dec

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.

Frédéric Lucas

6 minutes read

How to Reach Decision Makers

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12 Dec

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.

Louis Larochelle

5 minutes read

How Can Sales Managers Help Improve Their Reps’ Prospecting Efforts?

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14 Sep

Cold calling is a tried and tested method to establish a preliminary contact with a client, but many reps are reluctant to use it. What can a sales manager do to help them overcome this weakness?

Blogueur invité

5 minutes read

Why Cold Calling Works

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16 Mar

Do you need to get better results from your cold calls and prospecting efforts? These 5 practices are stunting your success. Discover why and how to remedy the situation.

Émeline Gleitz

5 minutes read

The Worst Cold Calling Techniques Still Used Today