Sales Culture Now – December 2012

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“Assertive Selling”, a Choice Made by the Best Sales Representatives

Canadian companies are faced with B2B and B2C clients becoming better informed and consequently gaining more control over the sales cycle. Faced with this change in buying behavior, sales professionals must drastically modify their approach and become assertive.

A recent study published by the Sales Executive Council in the United States indicates that business development professionals who get the best sales results today are those who adopt the “Assertive Selling” aproach, also called the Challenger Sale.

First, the “Assertive Sales Reps” TEACH their prospects and customers. That is to say, they dare to identify the needs for them, because the “Assertive Sales Reps” have a deep understanding of their client’s industry key drivers and challenges.

Second, the “Assertive Sales Reps” TAILOR their business proposals according to the respective needs of each decision maker involved in the buying process.

Finally, the “Assertive Sales Reps” CONTROL the entire sales cycle. Not only do they strongly challenge the customer during the first meeting, they also simplify the purchasing process. They know how to create constructive tensions to strengthen their position on the decision making process.

In short, companies that will succeed in the coming years will hire “Assertive Sales Reps” who know how to leverage the business intelligence from their marketing department on issues about the industries their clients and prospects belong to.

If you want to transform the sales culture of your business, to ensure that your sales professionals become “Assertive Sales Reps”, we invite you to contact us at :

Louis Larochelle
Vice President Professional Services