29 Feb

The Will to Sell: An Essential Part of Your Sales Team’s Success

Sophie Rivest

In sales, there are three key factors that determine an individual's success. The first is the tactical aspect – a teachable skill. This encompasses everything that can be acquired through training; sales techniques, processes, and the art of conducting a sales conversation from first contact with prospects to debriefing with customers. Next, there is what we call the “DNA of sales”. These are the natural, instinctual traits that salespeople have. From wanting to be liked, staying in the moment, handling rejection, and comfortability discussing finances. These things can be improved, but many of them are part of salespeople’s DNA –…

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29 Feb

In sales, there are three key factors that determine an individual’s success. The first is the tactical aspect – a teachable skill. This encompasses everything that can be acquired through training; sales techniques, processes, and the art of conducting a sales conversation from first contact with prospects to debriefing with customers. Next, there is what … Read more

Sophie Rivest

6 minutes read

The Will to Sell: An Essential Part of Your Sales Team’s Success

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8 Feb

Asking for a referral can feel nerve wracking. After considering the stats & testing the waters, not only is it a lot less daunting than it seems, but most people are genuinely happy to provide a referral (bonus points if you can reciprocate!).

Lisa Leitch

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Referrals: The Sweetest Valentine You Can Get

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23 Jan

We’re in a challenging hiring market. Finding the ideal candidate can seem like a stroke of luck. Most of the good ones aren’t actively searching for a new job, but that doesn’t mean they’re unreachable.

Chris Kardaras

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7 Steps to Hire the Ideal Sales Talent

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9 Jan

Small gestures focused on training, coaching and following-up with your distributors can have very beneficial effects on your sale objectives.

Louis Larochelle

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Increase your sales by distribution: change these misconceptions!

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14 Nov

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.

Louis Larochelle

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6 things you can do to end the year on a high note and plan for the next one

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3 Oct

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…

Louis Larochelle

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Revolutionize your sales strategy with AI

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26 Sep

The essential elements that will enable you to measure the performance of your sales team and better plan your growth.

Frédéric Lucas

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What indicators should you use to measure the performance of your sales team?

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6 Sep

See how our team has increased efficiency and reduced wasted time thanks to technology.

Jonathan Lucas

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23 Aug

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

Louis Larochelle

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How do you know when a sales rep needs to improve their skills?

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8 Aug

Internal and external sales are fundamentally different, even from one sales organization to another.

Frédéric Lucas

5 minutes read

Inside and outside sales have more (and less) in common than you might think

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27 Jul

Choosing a CRM for your sales team is a crucial decision that impacts sales productivity and performance.

Jonathan Lucas

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Choosing a CRM: you’re overlooking the most important element

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12 Jul

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

Louis Larochelle

6 minutes read

5 tips for successful change management in sales teams

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21 Jun

Don’t underestimate the power of listening and communication in sales; they are the foundations on which success is built.

Frédéric Lucas

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12 Jul

Time to stop feeding the limiting belief that the hot summer season is poor for reps. Take our advice to fill your pipeline and reach your sales goals.

Frédéric Lucas

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4 tips to avoid missing sales opportunities during summer

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18 May

Let’s explore how sales managers are often not providing sales reps what they need to perform at higher levels and what you can do to build a thriving sales organization.

Éric Dionne

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5 reasons sales managers fail at developing stronger sales teams

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5 May

Showcase the value of asking open-ended questions by playing the game 20 Questions with your clients. Play it the right way, then let the client ask you directly what you’re thinking of. Shorten the process to everyone’s benefit.

Frédéric Lucas

5 minutes read

The Power of Open-Ended Questions in Sales: Let’s Play a Game!

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20 Apr

Sales organizations can be simple or they can be complex. Read the full article to learn the different roles of a sales organization.

Frédéric Lucas

5 minutes read

The Different Roles of a Sales Organization

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13 Apr

To achieve sales goals, without having an unrecoverable summer sales slump, sales teams can apply 5 successful strategies.

Frédéric Lucas

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5 strategies to avoid the summer sales slump

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7 Apr

Best practice guide for successfully generating sales opportunities at when you attend B2B trade shows or events. From trade show preparation to follow-up.

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Best practices for taking advantage of a B2B event or trade show

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6 Apr

Selling value is paramount to consultative selling. What key skills and competencies do sales managers need to help sales representatives sell value?

Louis Larochelle

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

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30 Mar

Here are 5 strategies for selling and maintaining margins in the context of inflation to ensure the sustainability of B2B companies.

Louis Larochelle

8 minutes read

5 Strategies B2B Companies Can Use to Maintain Margins When Inflation Is High

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9 Mar

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

Frédéric Lucas

5 minutes read

Has B2B sales adapted to the way decision-makers buy?

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1 Mar

Laurentide Controls’ success story with Prima Resource to transform the company’s sales and return to growth in the midst of a pandemic.

Émeline Gleitz

4 minutes read

Success story: 3-level wins with Prima Resource

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23 Feb

At the end of a strategic planning process, here are the elements of the sales strategy that need to be aligned to achieve business and growth objectives.

Frédéric Lucas

6 minutes read

How to leverage strategic planning to build a winning sales strategy?

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15 Feb

Before investing in a CRM, you should be able to answer these 7 questions, to make sure you choose the perfect solution for your needs.

Frédéric Lucas

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Choosing the right CRM: 7 critical questions you need to answer

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10 Feb

Sales technology creates value for businesses when they are carefully selected and integrated. Follow our guide to invest in key sales technologies.

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17 Jan

Successful sales transformations require 7 key steps that define what to transform and how to transform. Learn about the proven process.

Frédéric Lucas

5 minutes read

7 keys to a successful B2B sales transformation [video]

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4 Jan

The Prima team shares its reading recommendations on the topics of leadership, personal development, growth and sales.

Émeline Gleitz

4 minutes read

Leadership, Management and Development: Reading Suggestions for 2022

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3 Jan

Sales hunters are vital to a sales organization but sales evaluations demonstrate that only 40% of salespeople have the right competencies. Read the full article!

Frédéric Lucas

4 minutes read

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8 Dec

Explore the best strategies for recruiting B2B salespeople to help SMBs overcome the obstacles associated with the current talent shortage.

Frédéric Lucas

5 minutes read

Talent shortage, the best strategies to hire B2B salespeople

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25 Nov

Closing B2B sales starts with the early stages of the sales process. Here are 3 steps that increase the closing rate with less effort.

Émeline Gleitz

7 minutes read

Strategy for Winning B2B Sales: What is Most Important Before Closing

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23 Nov

For a constant and profitable sales growth, even when everything is going well, it is necessary to perform a sales transformation.

Frédéric Lucas

4 minutes read

Sales growth and the principle ‘You don’t fix it if it isn’t broken’

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3 Nov

Sales transformation is a complex and rewarding process that cannot be achieved without strong committment and giving up habits, 2 keys to success

Frédéric Lucas

3 minutes read

13 quotes to understand sales transformation

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16 Sep

Compensation is an essential part of a well-functioning sales department, impacting motivation, commitment and, most importantly, results.

Frédéric Lucas

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How to create a compensation plan for B2B sales representatives

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4 Feb

B2B sellers: How to improve the quality of conversations with clients and build trusting relationships by being fully present and attentive.

Éric Dionne

7 minutes read

Selling with mindfulness for greater success

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12 Jan

CRM is a key tool to strengthen the sales team on a daily basis. That’s why the cheapest or most popular option is often not a good fit.

Jonathan Lucas

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Why implement a quality CRM, not the cheapest or most popular option?

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15 Dec

Leaders need to work on their company’s sales culture now, whether the sales environment is favorable or not right now.

Frédéric Lucas

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When is the best time to work on the sales culture?

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25 Nov

This is the method that has helped me the most to progress personally and professionally by setting goals and having a plan to achieve them.

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2 Sep

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

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2 Jun

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19 Mar

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Éric Dionne

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10 Mar

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

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13 Feb

Designing a great sales strategy is necessary to generate greater revenues, thus ensuring constant growth. Learn the fundamentals to an efficient strategy.

Frédéric Lucas

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