Prima Resource

5 reasons sales managers fail at developing stronger sales teams

Prima Resource

Sales managers play a critical role in developing strong sales teams. If your sales organization is performing below par, it may be because your sales managers are not providing sales reps what they need to perform at higher levels.

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

Prima Resource

The post-pandemic rise in inflation is something that businesses haven’t seen in almost forty years. Many are ill-equipped to handle this change. Even as sales are increasing, margins are shrinking, which puts companies in a difficult position.

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5 strategies to avoid the summer sales slump

Prima Resource

Every year during summer, many clients share with me the same comment: "July and August are not looking good, the pipeline is almost empty and there's no activity. It's a terrible quarter and it's going to take a long time to get going again in September".

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

Prima Resource

When it comes to planning and organizing a successful business event, there are a few best practices to follow. I'm not talking about the logistical and planning elements, but rather the actual show itself and what needs to be done onsite to generate a positive return on investment (ROI).

Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, and marketers want to deliver. But how do you break through the digital noise? Download Sendoso’s new eBook to discover new ways to engage the enterprise buyer with strategic ABM gifting.

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

Prima Resource

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.

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

Prima Resource

Sales reps need to be able to engage their customers in conversation if they want to make a sale. One of the best ways to do that is by using open-ended questions. Open-ended questions allow the customer to talk, and by doing so, the prospect will feel more engaged and connected to the sales rep.

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

Prima Resource

It's no secret that a well-executed sales strategy is critical to a company's success. However, crafting a winning sales strategy can be difficult - especially if you don't have a clear plan in place. That's where strategic planning comes in.

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

Prima Resource

Companies invest massively in technology and systems in order to improve sales and overall company results. If you’re looking to better organize your sales teams, customer lists and sales funnels, you’ve probably been told you should invest in a CRM.

Success story: 3-level wins with Prima Resource

Prima Resource

Great stories deserve to be told and shared! Behind each of them, there are always people who wanted to make a difference or change a situation for the better and who met with people to help them achieve their goal.

Demystifying Intent Data to Drive Demand in B2B

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

6 Sales Technologies All B2B Companies Need in 2022

Prima Resource

Companies and sales leaders need to invest in sales technology to remain competitive in today’s marketplace. The number of sales channels and sales opportunities grows every year, and that is unlikely to stop soon.

Leadership, Management and Development: Reading Suggestions for 2022

Prima Resource

Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that opened our eyes to the hidden potential of the companies we work with.

7 keys to a successful B2B sales transformation [video]

Prima Resource

Transforming a company's sales may seem like a huge undertaking, but it's not nearly as big as construction in Montreal. All joking aside, any sales transformation project must be well marked out to ensure its success.

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

Prima Resource

It is a very common principle: you don't fix it if it isn't broken. In many cases, this principle is indeed the best solution. But in many other cases, it is questionable. And here's why: The overall impact of a malfunction is not always effectively measured.

Why Gifting is the Secret to Successful ABM Campaigns

The digital landscape is getting crowded, and marketers are looking for new ways to reach their prospects. Download Sendoso’s guide to learn the key ingredients of successful ABM campaigns, and how to deliver brand affinity with proven ROI through gifting.

Talent shortage, the best strategies to hire B2B salespeople

Prima Resource

You have certainly not escaped the current workforce challenges. The number one issue that challenges businesses is the talent shortage. Businesses, especially small and medium-sized businesses, need to recruit qualified employees for their day-to-day operations and growth.

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

Prima Resource

In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot more goes into closing a sale than just using good closing techniques - and in some cases, what happens before that is much more important!

How to create a compensation plan for B2B sales representatives

Prima Resource

Over the past few months, I've talked to many sales leaders and business owners about compensation for their sales teams and one main finding has emerged: the pandemic has revealed the gaps and flaws in the compensation structure for salespeople in B2B.

13 quotes to understand sales transformation

Prima Resource

In the last few years, companies have had to go through a lot of adaptations. They bring their share of uncertainties, mistakes, enthusiasm, misunderstandings and successes.

Delivering a More Human Marketing Experience

It’s essential to reach customers and create human connections, especially in a world where in person meetings aren’t always possible. Download this eBook to learn why an integrated sending platform takes your marketing strategy to the next level.

Selling with mindfulness for greater success

Prima Resource

One of the biggest criticisms directed at sales reps is their lack of listening and understanding. Knowing that only 13% of customers believe that a seller can really understand their needs , there is a lot of work to be done to address this problem.

How to sell in non-traditional markets

Prima Resource

Selling products and services in markets that are stagnating or highly influenced by seasonal cycles may lead us to believe that there are no more growth opportunities.

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

Prima Resource

Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same.

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

Prima Resource

Is it easier to change a company's sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

How to set personal goals for your success

Prima Resource

We often talk about how to set good sales targets, when we should do it, how we can achieve them, etc. While this is an essential exercise for companies and sales teams who want to be successful, what about the personal goals of each individual within that larger whole?

Sales managers' challenges with accountability

Prima Resource

As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent.

Sales managers: 5 ways to reinforce sales training for higher performance

Prima Resource

As a sales manager , you have a key role to play in the success of sales training initiatives for your team. Indeed, you must make sure that your team puts into practice what they have learned from their sales training.