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PODCAST: SalesProChat, "What is Sales Compensation and How Does it Motivate Sales Pros?"

April 21, 2017 By Canadian Professional Sales Association, Social Media & Tech Series

In the April 2017 SalesProChat podcast, we focus on the basics of Sales Compensation, why many organisations struggle to solve the problem of why they...
3 Key Benefits of Inbound Marketing

April 20, 2017 By Canadian Professional Sales Association

While inbound marketing has become a bit of a buzzword over the last few years, not everyone understands just how inbound marketing can benefit a comp...
7 Productivity Tools to Help Grow Your Business

December 19, 2016 By Canadian Professional Sales Association

Maintaining productivity can be one of the more trying aspects of running a business and an efficient sales team, but it’s also one of the most ...
PODCAST: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 2"

December 15, 2016 By Canadian Professional Sales Association, Social Media & Tech Series

Sales professionals are busy people and often on the move. Just 30% of a sales rep’s day is actually dedicated to core selling activities. So ...
November SalesProChat Twitter Chat Recap, "Must-have Prospecting and Learning Tools For Every Salesperson – Part 1"

December 06, 2016 By Canadian Professional Sales Association, Social Media & Tech Series

As a sales professional, you are constantly on the go. In fact, only 30% of a sales rep’s day is actually dedicated to core selling activities. ...
PODCAST TRANSCRIPTION: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 1"

December 06, 2016 By Canadian Professional Sales Association, Social Media & Tech Series

Bill: As a sales professional you are constantly on the go. In fact only 30% of a sales rep day is actually dedicated to core selling activities. I...
WEBINAR SERIES RECORDING: Must Have Productivity Tools for Every Salesperson

November 30, 2016 By Canadian Professional Sales Association

As a sales professional, you are constantly on the go. In fact, only 30% of a sales rep’s day is actually dedicated to core selling activiti...
PODCAST: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 1"

October 21, 2016 By Canadian Professional Sales Association, Social Media & Tech Series

As a sales professional, you are constantly on the go. In fact, only 30% of a sales rep’s day is actually dedicated to core selling activities. ...
Understanding the Difference between Outbound and Inbound Sales

November 11, 2016 By Matthew Cook

The differences between outbound and inbound sales are vast, stark, and worth noting. Compared to one another, they’re like night and day. On...
7 Social Media Tips from the Experts

November 10, 2016 By Matthew Cook

Social media doesn’t have to give you anxiety. It’s a vital part of marketing your business, but it shouldn’t be a foreign part. Th...
What Does It Mean to Be a Social Seller?

November 10, 2016 By Matthew Cook

Sales is about relationships, and that is precisely what is at the heart of social selling. A social seller develops relationships as part of the sel...
5 Tips for Becoming a Social Seller

October 28, 2016 By Matthew Cook

Any sales enablement expert will tell you that you need to get involved in social selling today. Data shows that 78.6% of sales professionals who ...
How to Profile a Prospect on LinkedIn

October 27, 2016 By Andrew Jenkins

Our activities online leave a trail of digital breadcrumbs that provide details and insights about us. This free, readily available data can be useful...
WEBINAR RECORDING: Personal Branding for Sales Drive Revenue by Improving your Online Brand

September 26, 2016 By Canadian Professional Sales Association

View our webinar recording to learn how developing a personal online brand can impact your revenue.  Your Host: Mario Martinez Jr., CEO ...
Never Commit These 5 Social Selling Sins

October 18, 2016 By RHYS METLER, SALESFORCE SEARCH

Freedom! You’ve finally eliminated scripted and ineffective cold calling from your routine. Now, you get to use selling strategies from the 21s...
Sales Enablement Will Give Your Business the Boost in Sales It Needs

September 30, 2016 By Mathew Cook

Every company needs to invest in its sales team. For companies that have implemented inbound marketing, that means providing them with sales enableme...
Why Every Sales Professional Needs Sales Enablement

September 30, 2016 By RHYS METLER, SALESFORCE SEARCH

Sales professionals can be stubborn. They use the same selling strategies for years, and refuse to change their ways. Unfortunately, this can be de...
Nobody Wants A Guru

September 29, 2016 By Andrew Jenkins

According to LinkedIn, there are 6,214 Ninjas, 65,994 gurus, 5,330 wizards, and 1,525 Jedis. Based on those statistics, may I suggest that no one use ...
Is Paying for LinkedIn Worth It?

September 09, 2016 By Andrew Jenkins

People often ask me if LinkedIn is worth the cost. My typical answer is "It depends on how you are going to use it". What I mean by that is if you do ...
Social Media Connections Are Not The Same As Prospects!

August 26, 2016 By Joanne Black

Sales reps take advantage of social media to the extent that I delete more LinkedIn invitations than I accept. They invite person after person to conn...
Five Mistakes You’re Making On Your LinkedIn Profile

August 22, 2016 By Andrew Jenkins

When it comes to your LinkedIn profile, just putting your name, a few jobs, and titles, and where you went to school just won’t do the job. You ...
The Facebookification of LinkedIn

August 10, 2016 By Andrew Jenkins

LinkedIn is not Facebook. Facebook is not LinkedIn. However, there seems to be a blurring of the lines between the two, especially recently. Have you ...
5 Steps To Better Sales Prospecting On LinkedIn

August 10, 2016 By Salesforce

When someone gets an email via LinkedIn that says “John Smith has sent you a new message,” there are few possible outcomes. The recipient ...
Make Your LinkedIn Profile Make Sense

August 09, 2016 By Andrew Jenkins

We all like to think we are unique, someone special, or one of a kind. If that is true, then why do so many of us choose to look like everyone else wh...
Social Selling Index: How to Get More Out of LinkedIn

August 08, 2016 By Andrew Jenkins

Originally, LinkedIn's Social Selling Index (SSI) was only available to advertisers spending a sizable quarterly advertising budget, but thankfully th...
How To Improve Your Sales Productivity Beyond Merely Using Technology

July 21, 2016 By Tibor Shanto

There is no shortage of productivity or enablement tools available to salespeople and sales organizations. Many tools may be useful, fun to use, allow...
How Inbound Marketing Helps Sales People Sell More

July 21, 2016 By Matthew Cook

To remain relevant, competitive, and profitable, your organization must constantly evolve and adapt as the business world changes. Today, that means ...
What to Do If Your Sales Are Down

July 12, 2016 By Matthew Cook

It’s every business owner’s worst fear come true: sales are plummeting and you don’t know what to do to get them back up again. If ...
5 Social Media Tips for Sales People

July 08, 2016 By Matthew Cook

Sales people are always struggling to generate leads, to prospect, to learn more about their potential buyers, to make contact, and to establish relat...
Create For Insight, Not For Likes

June 27, 2016 By Peter Winick

We live in the age of social media and instant gratification. An age where we can misinterpret retweets, likes, backlinks, and comments for validation...
What Is Social Selling and Why Should Sales People Care?

June 22, 2016 By Rhys Metler

Social selling is a buzzword that’s being thrown around in the sales industry lately. You’ve probably heard of it. But do you know what...
7 Reasons Why Your Business Needs to Prioritize Social Media

June 09, 2016 By Matthew Cook

Many business owners have been holding off on implementing a social media strategy. As a relatively new channel, many didn’t see the proven r...
Improving Sales Begins with Marketing

June 09, 2016 By Leanne Hoagland-Smith

Once again I heard “I need more sales” and “My salespeople aren’t working hard enough.” My instant reaction was “P...
How Remarketing Works

May 24, 2016 By Nadine Evans

You’ve likely noticed it. You’re on a website, checked out a product or a service, but weren’t quite ready to make the purchase. The...
Sales Hack #12: IRL

April 10, 2016 By Shane Gibson

IRL is an exciting sales hack that most modern, tech-savvy social sales people forget about. It’s one of the quickest ways to generate ROI ...
Sales Hack #11: Slack Groups

April 10, 2016 By Shane Gibson

What is it? Slack is a tool that was developed and launched in 2013 and as a company has already grown to over $1 Billion valuation. It was developed ...
Sales Hack #10: IFTTT

April 10, 2016 By Shane Gibson

What is it? IFTTT, otherwise known as If This Then That, allows you automate key sales and social media software tools. It also has moved into automat...
3 Undeniable Reasons Inbound Marketing Trumps Outbound

May 09, 2016 By Matthew Cook

There’s no doubt that you’ve heard about inbound marketing by now. After all, it’s the talk of the town in sales and marketing...
Part 2: 5 Ways to Use LinkedIn to Generate Leads!

May 06, 2016 By Brian Carroll

1. Look at individual profiles Discover if your prospects contribute to blogs. Learn what events they are attending and even the books they are readin...
Part 1: 5 Ways to Use LinkedIn to Generate Leads!

May 06, 2016 By Brian Carroll

You need to rethink the way you use LinkedIn. Without some of us even noticing, LinkedIn grew into a useful publishing platform and lead generation to...
The Importance of Representing Your Company & Personal Brand

May 05, 2016 By Anthony Iannarino

Representing the Company Brand Every company has a brand. That brand stands for something. It means something. One thing a brand does for a company is...
Sales Hack #9: Slideshare

April 10, 2016 By Shane Gibson

What is it? Slideshare is basically the YouTube of documents. It’s a place where you load up presentations, infographics, e-books, and any other...
Sales Hack #8: Camtasia / ScreenFlow

April 10, 2016 By Shane Gibson

What is it? Camtasia (for PC’s) and Screenflow (for Mac) are both screen recording and editing software. They will capture anything that happens...
Sales Hack #4: Blab.im

April 10, 2016 By Shane Gibson

What is it? Blab like Twitter is a free social communications platform. It’s like Periscope but for groups of people. 2-4 people can launch a di...
Sales Hack #2: Socedo

April 10, 2016 By Shane Gibson

What is it? Socedo is a Twitter app built for prospecting and lead generation. By specifying keywords or industries you want to target Socedo’s ...
Sales Hack #3: Twitter Video

April 10, 2016 By Shane Gibson

What is it? Twitter video is a much underutilized tool that Twitter rolled out last year. It allows you to respond with a 30 second video embedded in ...
Sales Hack #1: Nimble CRM

April 10, 2016 By Shane Gibson

What is it? Nimble started off as a niche player in the CRM market. They have since grown into an internationally recognized and award-winning CRM too...
How do you measure the return on your investment on social media?

May 04, 2015 By The Canadian Professional Sales Association

By definition, social media ROI, or return on investment, defines the measurement of how effectively your social media campaigns are impacting your a...
What are the most important metrics to measure email marketing effectiveness?

April 20, 2015 By The Canadian Professional Sales Association

In order to measure the effectiveness of your email marketing initiatives, it is important to ask yourself what the overall goal of you operation is....
Top 5 Email Strategies That Turn Prospects in to Clients

April 06, 2015 By The Canadian Professional Sales Association

Just as you would prepare to cold call a prospective client, cold emailing, or prospect emailing, requires equal attention and strategy. Think about ...
Which social media platform is most effective for sales professionals to build a prospect base?

February 09, 2015 By The Canadian Professional Sales Association

According a recent study published by Forbes, 78.6% of sales people using social media to sell out performed those who weren’t using social med...
What are the best tips for creating an effective social media strategy?

December 15, 2014 By The Canadian Professional Sales Association

For sales professionals, the right social media plan is a powerful method for increasing involvement in your organization and raising brand awareness...
What percentage of Canadian companies use CRM systems?

December 01, 2014 By The Canadian Professional Sales Association

For businesses in any industry, a system to properly manage customer relationships opens up bigger and better opportunities for success. Customer rel...
Should Social Media Replace Cold Calling?

November 17, 2014 By Mark Hunter

People continue to say how cold-calling is dead and how in today’s environment, it no longer can be cost justified. The answer in my book is bo...
What are the best ways to engage with my audience on social media?

October 06, 2014 By The Canadian Professional Sales Association

Modern social media platforms are a great way of not only connecting with your clients and prospects, but they act as a great tool for inbound conten...
Top 10 LinkedIn Groups for Sales Professionals

September 22, 2014 By The Canadian Professional Sales Association

Le monde de la vente change continuellement; par conséquent, il est utile de demeurer au fait des pratiques exemplaires et de garder le contac...
What are the best mobile applications when traveling for business?

August 25, 2014 By The Canadian Professional Sales Association

Currently, the business travel community is filled with mobile applications that can make the world of difference while on the road, allowing compani...
10 Laws of Social Media Marketing

December 04, 2013 By Susan Gunelius

For business owners just getting started, a guide to build brand buzz and boost your bottom line. Leveraging the power of content and social media ma...
Top 10 Resources to Amp Up Sales for Start-Ups

November 24, 2013 By The Canadian Professional Sales Association

The start-up phase is a magical time. There is a wide open opportunity to build your business exactly the way you want. However, it can also be daunt...
The Two Keys to Social Media Success

September 04, 2013 By Tony Restell

You can spend an age researching social media effectiveness. What’s the best time to share, which approaches work best on different platforms, ...
How can I source CRM software?

May 31, 2013 By The Canadian Professional Sales Association

The CRM system that you end up choosing will really depend on your sales process, your internal structure, your current computer systems, and your bu...
Is there any research to show how social media is being used by sales professionals?

March 07, 2013 By The Canadian Professional Sales Association

In a survey titled "The New Social Media: Do They Enable B2B Selling." conducted by ESR Research with the assistance of the TAS Group asked approxima...
4 Reasons Why Every Sales Professional Should be on Social Media

March 07, 2013 By The Canadian Professional Sales Association

The internet is becoming more and more social every day. And so is sales. Originally, companies looked at the web as a way to digitize sales collater...
Should I focus more on SEO or social media when trying to generate leads for my small business?

October 19, 2012 By The Canadian Professional Sales Association

An ideal marketing strategy would involve a combination of multiple media including print, online, in-bound, and out-bound focusses. However, for a s...
What are the most common marketing mistakes entrepreneurs make?

August 13, 2012 By Todd Bates

As an entrepreneur or small business owner, you’re most probably pulling double-duty in order to tackle multiple job functions at the same time...
Is Anybody Out There? 4 Strategies for Email Marketing Success

July 13, 2012 By Todd Bates

Should you ever bring up the topic of email marketing, you will certainly hear people complain about the hundreds of emails they receive on a daily b...
How do I make my convention booth attractive and a worthwhile marketing initiative?

June 28, 2012 By The Canadian Professional Sales Association

Convention booths are an excellent way to generate a slew of sales and interested leads in a minimal amount of time. Think about it: Conventions brin...
Video Conferencing in the Sales Cycle

April 26, 2012 By Stephen Murdoch

As the economy sputters and travel costs continue to soar, Canadian companies are turning to video to positively impact their bottom lines. Companies...
The Close: How social media can shorten your sales cycle

April 25, 2012 By Anna Fredericks

Lisa Leitch, President of Teneo Results, interviews Nigel Edelshain, President of Sales 2.0, about how using social media can secure an initial meeti...
The Business Card of Tomorrow

April 19, 2012 By Stephen Murdoch

What is the role of technology in fostering new business relationships? That is the question faced by sales professionals from across the country. So...
How can I get more engagement on Twitter for my small business?

March 07, 2012 By The Canadian Professional Sales Association

There is no one correct way to engage potential customers online and through social media. For every business, several factors will tie into which ma...
Marketing Measurement Presentation Tips

December 28, 2010 By SiriusDecisions

Marketing reports and dashboards must be well-designed and logically structured to drive maximum utility and adoption; how do yours stack up? With a...
Inbound Marketing

November 24, 2010 By SiriusDecisions

“You catch more flies with honey than vinegar” is an old-school way to say that people naturally gravitate toward others who are pleasant...
Product Launches: Maintaining the Mindset of Sales

November 24, 2010 By SiriusDecisions

Every National Football League season concludes with the Super Bowl, an event now hyped as much for the high-priced television commercials shown duri...
Brochures are Sales Crutches

November 18, 2010 By Jeremy Miller

Ever heard a prospect say, "Send me your literature." As if to say, "I'm totally interested. Just send me your brochure so I can make an informed pur...
How to Market your Way out of Tough Times

May 06, 2010 By Patricia Fripp and David Garfinkel

There's gloom and uncertainty in the air, and most businesses are making a terrible mistake right now in their efforts to ride out the tough times. T...
When Customers Hunt in Packs - Understanding the Trade Show Mindset

April 21, 2010 By Carl C. Henry

Salespeople are sometimes skeptical about my claim that they can make a year’s worth of sales during only a few days of an industry trade show...
How MUCH do you KNOW about your customers?

April 21, 2010 By Adrian Davis

Are you really creating value for your customers, or merely claiming to?  When we ask sales teams to say exactly how they add value, responses t...
Business Intelligence Tools: Marketing's Missing Link

March 31, 2010 By SiriusDecisions

With return on marketing investment a focus for most b-to-b organizations, better analytics are an important way to do more with less. Years ago, Bru...
One Good Funnel Leads to Another

March 03, 2010 By Adrian Davis

Historically, there has been a divide between sales and marketing. Very few companies have their sales and marketing teams working together seamlessl...
Assessing Your Marketing Database

March 02, 2010 By SiriusDecisions

Gauging appropriate database size is a function of defining the relevant universe of potential contacts, then comparing quality and volume levels aga...
Developing an Effective CRM System Scorecard

December 01, 2009 By Sam Miller

One of the most widely recognized strategies that are being implemented in every company is the CRM system. Customer relationship management or CRM ...
Schedule a Regular CRM Review to Reap the Most Out of Your Sales Potential

December 01, 2009 By Michael Kypros

For any business that uses a CRM system to manage its client information, including sales, marketing, and billing data, the sales team has a multitu...
Share the Experience with Technology

February 15, 2010 By Barry Siskind

I have been walking shows for nearly a quarter of a century and I still get excited each time I do. It’s the energy and the glitz and glamour o...
Will your Sales Approach survive today’s Sales & Marketing Revolution?

February 15, 2010 By Lisa Leitch

In a recent research project, we interviewed several Canadian Sales leaders, the results of which led us to a revelation…we are in the midst o...
Seven Cost-Saving Tips for Your Next Show

December 22, 2009 By Barry Siskind

As an exhibit manager, you have a fiscal responsibility to allocate your resources properly and report results accurately to management. Without mone...
Make Your Booth Presentations Effective

December 22, 2009 By Barry Siskind

A common trap that booth staff makes is giving booth visitors too much information. They are already overloaded with information and don’t want...
The Truth About Promotional Products

December 22, 2009 By Barry Siskind

Tote bags, pens, mouse pads, lanyards, CD’s, note pads, candy, gizmo’s for your computer, stress balls, luggage tags, buttons, pins, card...
Trade Show Success Starts with Focused Objectives

December 22, 2009 By Barry Siskind

Does this sound familiar? “We’re here because we’re here, because we’re here, because we’re here.” It’s not...
Four Stages of Boothmanship

December 03, 2009 By Barry Siskind

Trade shows are a great way to gather new business leads. Research reports all lead to the same conclusion - shows can be a powerful way to find new ...
Planning for Follow Up: Ahead of Time

December 03, 2009 By Barry Siskind

I was at a trade show and met an interesting exhibitor. I was excited about his product which had an application in my business so I asked him to sen...
Finding your ROSI (Return on Show Investment)

December 03, 2009 By Barry Siskind

Recently an exhibitor told me that he would be happy with his show investment if he recouped his expenses. Why would anyone undertake an activity th...
Approach Your Show Selection Strategically

December 03, 2009 By Barry Siskind

Imagine you took a bite of a sour apple. Based on that one experience would you say, “I’m never eating apples again?” The same hol...
Approaching Prospects on the Show Floor

December 02, 2009 By Barry Siskind

Most of us are comfortable handling customers in normal selling situations: in a client’s office or in our own showroom. Exhibiting places you ...
Six Advantages To Virtual Trade Shows

November 23, 2009 By Susan Friedmann

A virtual trade show is a cross between a webcast meeting and a video game. And it's the next big trend in trade shows. Although a mere 1 per cent&nb...
Saying Thanks Is Good Marketing

November 23, 2009 By C.J. Hayden

Never underestimate the power of a thank you. Recently, I thanked someone for helping me solve a technical problem. She replied to my note of thanks ...
Social Media Measurement

October 19, 2009 By SiriusDecisions

For social media to thrive well into the future, discipline must be used to gauge its impact on reputation, demand creation and sales. Prove it. If y...
Emerging Sales Trends in the New Economy

October 16, 2009 By Dr. Drew Stevens

There is a plethora of available data on emerging trends. From the global economy to technology, individuals and organizations are mindful of them. S...
Personal Brand Damage Control: 8 Tips to Stay on Top at Work

September 28, 2009 By Brenda Bence

Every day at work, you run the risk of damaging your personal brand - even if you don't think you have one. How is this possible? Well, your personal...
How To Engage Employees With Technology Based Change

September 23, 2009 By Marcia Xenitelis

When you think about the millions of dollars organizations spend each year on IT programs of work, wouldn't it be prudent knowing that employees actua...
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PODCAST: SalesProChat, "What is Sales Compensation and How Does it Motivate Sales Pros?"
PODCAST TRANSCRIPTION: SalesProChat, "Sales Compensation"
CPSA DigiTalks Webinar Recording: 10 Questions To Ask About Your Sales Compensation Plan
NEW FROM THE CPSA: Sales Compensation Reports for Sales Pros & Sales Management