Prima Resource

MARCH 1, 2022

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. Today, I am sharing with you the success story of Laurentide Controls and Prima Resource.

Resources 78

Resources Sales 78

Prima Resource

FEBRUARY 23, 2022

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. Strategic planning is a systematic way of looking at an organization's future and developing the best course of action to attain that future.

Strategy 82

Strategy How To Course Sales 82

Prima Resource

FEBRUARY 15, 2022

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. With hundreds of options available, how do you pick the right one for your team and your organization?

CRM 82

CRM Top of Funnel Funnel System 82

Prima Resource

FEBRUARY 10, 2022

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. These channels generate an amount of data that is almost impossible to comprehend for a human being. Yet, this data is a company’s most valuable asset.

Sales Technology 77

Sales Technology Scale Company B2B 77

Prima Resource

JANUARY 17, 2022

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. And, believe me, this phase of reflection and marking out is an integral part of the transformation process. If we summarize the dimensions of sales transformation, there are 2 main ones: What to transform?

Construction 75

Construction B2B Video Sales 75

Prima Resource

JANUARY 4, 2022

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. We are sharing with you a concise list of our recommendations and we invite you to share your most important readings of the past year in the comments section! If you know Prima Resource, you already know that commitment, openness, excellence and creativity are our corporate values.

Resources 79

Resources Company Strategy Sales 79

Prima Resource

DECEMBER 14, 2021

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. While sales may not be the area where you hear the most about the shortage of resources, the problem is still very real.

Hiring 72

Hiring B2B Sales Qualified Lead Strategy 72

Prima Resource

DECEMBER 1, 2021

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! A lot of sales reps focus their closing techniques and strategies on getting the customer to say "yes".

Closing 74

Closing Strategy B2B Sales Process 74

Prima Resource

JUNE 2, 2020

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. In general, I have noticed that sales managers don't usually seem to know what to do after the training and have difficulty applying the various learnings.

Sales Management 52

Sales Management Training Retention Sales 52

Prima Resource

SEPTEMBER 2, 2020

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. Among these essential responsibilities, accountabilty is generally the one that causes the greatest discomfort for many managers who fear resistance or even their sales representatives quiting.

Account 52

Account Sales Management Coaching Motivation 52

Prima Resource

NOVEMBER 25, 2020

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? In my opinion, we need to set personal goals beforehand in order to give meaning to our work and to be more motivated and perform better on a daily basis.

Salary 52

Salary How To Exercises Motivation 52

Prima Resource

DECEMBER 15, 2020

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 real question to ask is whether there is a more appropriate time to make a sales transformation , so that the company can gain the maximum benefit from it, both quantitatively and qualitatively.

Benefit 52

Benefit Sales Company Marketing 52

Prima Resource

JANUARY 12, 2021

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. Before a flight, the pilot will always go through a complete and accurate checklist to make sure that everything they need is functional and available.

CRM 52

CRM Data Sales Sales Management 52

Prima Resource

JANUARY 28, 2021

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. However, it is essential to "think outside the box" to allow expansion into new markets that you had not initially considered, especially if those in which you are established are saturated.

Marketing 52

Marketing How To Influencer Opportunity 52

Prima Resource

FEBRUARY 4, 2021

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. If you can't identify the problems and compelling reasons for your customers to buy, how can you hope to sell them a solution that will interest them?

B2B 52

B2B Conversion Customer Sales 52

Prima Resource

SEPTEMBER 16, 2021

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. The drastic changes in market conditions have shown that many SMBs base part of their sales force compensation on factors that are not related to performance, but rather to activities.

Compensation 79

Compensation B2B How To Relationals 79

Prima Resource

NOVEMBER 3, 2021

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. If it has always been necessary to evolve to ensure the continuity of the business, the changes required today are more numerous and more difficult, because they directly affect the mentality, the state of mind and the adoption of new behaviours.

Sales 68

Sales Company Sales Leadership 68

Prima Resource

NOVEMBER 23, 2021

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. For companies, the sales function is at the heart of growth. And sales are won with varying degrees of difficulty.

Revenue 75

Revenue Sales Company Sales Leadership 75