Turning down a deal isn’t a failure!
Publié le 04 May 2023Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their […]
The Big Reframe: Rethinking B2B sales for the digital age
Publié le 27 April 2023As the business world continues to shift towards digital channels, B2B sales must adapt to keep up with changing customer needs and preferences. In this thought-provoking article from McKinsey & Company, experts explore the challenges facing B2B sales in the digital age and provide a roadmap for success. Through the “Big Reframe” approach, businesses can […]
Sales techniques: negotiating around the no
Publié le 20 April 2023If we decided to start this article with the mythical song Je t’aime moi non plus by the duo Gainsbourg/Birkin, it is not to praise the French variety (if a little bit) but it is especially to show that it is not always useful in negotiation to always try to say yes and/or to want […]
The Sales Manager: a crucial role
Publié le 13 April 2023Having the best sales people is not enough! The role of the sales manager has always been a key element of success. Unfortunately, we often see companies where the sales manager plays the role of savior or fireman, or worse, spends most of his time in internal meetings and reporting. In the context of the […]
Remote training: what are the advantages for sales training?
Publié le 06 April 2023Remote sales training: how effective and real is it? For a long time, sales training has been deployed in a very simple “face-to-face” model. Either in “conference” formats, with groups ranging from 20 to hundreds of people, lasting between 1 hour and 3 hours on average; or in more “practical” formats, with situational exercises and […]
Evaluating the performance of a salesperson
Publié le 30 March 2023Yes the turnover, but not only that! We tend to associate a salesperson’s effectiveness with the amount of business he or she generates, the volume of sales he or she makes. But is this really the right way to evaluate his performance? Progress, sales profitability, the number of customers and new customers, the market share […]
The influence of Onboarding on sales performance
Publié le 23 March 2023“Recruiting the right person for the right job is good; keeping them is better.” What’s behind this common sense? First, a matter of cost: recruitment is expensive. A successful recruitment that results in a separation within the first year is even more expensive! The replacement of a failed hire represents between 30% and 400% of […]
The action plan to properly supervise salespeople’s activities
Publié le 16 March 2023Efficiency is defined as the ability to produce maximum results with minimum effort or expense. In sales, effort generally refers to the time spent to obtain the desired result. The efficient salesperson is therefore the one who is in front of the right customer, with the right intervention, done in the right way and in […]
Focus on cost management and margin optimization
Publié le 09 March 2023The year 2023 has begun in a climate of economic uncertainty related to a possible upcoming recession. To address the impact that such a situation can have on an organization’s sales function, Celsius Halifax North America is offering a series of three articles on the trends to watch for in order to react and position […]
By the way, what is Halifax’s CSR value proposition?
Publié le 02 March 2023Carrefour and Bel have just announced the conclusion of a 1er commercial agreement integrating societal (support for the industry, accessibility, plants) and environmental (carbon footprint) clauses. Cécile Beliot-Zind, CEO of the Bel group, said that this was “a real creation of value, beyond financial utility value”. Recently, we were discussing this topic of sustainable business […]
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