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CPSA DigiTalks Webinar Recording: Mastering the Art of the Sales Email

February 23, 2017 By Canadian Professional Sales Association

How often are you hearing back from your sales emails?  Are you making the right impression, or are you losing your recipient at the subject line...
CPSA DigiTalks Webinar Recording: 5 Ways to Kick-Start your Sales Career

February 06, 2017 By Canadian Professional Sales Association

A successful career in sales has boundless advantages, and growing in the profession will help you achieve bigger and better results. Get leading insi...
How an Inbound Marketing Strategy Can Generate Qualified Leads

February 03, 2017 By Canadian Professional Sales Association

Buying an email list is a sure-fire way to get more leads for your sales people. So is making your sales people find random companies on LinkedIn to t...
Never Stop Developing These 5 Selling Skills

February 03, 2017 By Canadian Professional Sales Association

Learning is a life-long process; there are few selling skills that don’t require upkeep in the sales industry, but there are five in particular ...
5 Strategies to Challenge Your Sales Team

February 03, 2017 By Canadian Professional Sales Association

Keeping momentum can be really difficult when working in sales. Bogged down with the pressure of speaking to prospective clients day in and day out, i...
7 Essential Selling Skills Every Sales Person Should Know

March 03, 2017 By Canadian Professional Sales Association

Every sales person has a different approach when making a sales call. Individual approaches are important; they’re what help you relate to a cus...
What to Do If You’re Interested in a Sales Career

February 01, 2017 By Canadian Professional Sales Association

A career in sales is both a rewarding and challenging experience. As an industry, sales is vibrant and cutting-edge, full of people who are passionate...
Want to Accelerate Your Sales Career?

February 01, 2017 By Canadian Professional Sales Association

The key to success in sales is continual growth. If you’re reading this article, you’re on the right track–you’re looking for ...
5 Persuasive Sales Techniques from the Experts

February 01, 2017 By Canadian Professional Sales Association

If you want to succeed in sales, it’s imperative that you know how to negotiate and persuade customers to purchase what you’re offering. B...
5 Tips for a Promising Sales Career

February 01, 2017 By Canadian Professional Sales Association

The sales industry can often feel uncertain, especially when you’re just starting your sales career. Initiative and enthusiasm are vital to succ...
Why Sales People Are Interested in Inbound Marketing

March 10, 2017 By Canadian Professional Sales Association

Many business owners believe that inbound marketing would be too tough to sell to their sales people. They believe that their reps wouldn’t hand...
How to Accelerate Your Sales Career

February 01, 2017 By Canadian Professional Sales Association

It’s important that you’re always working to accelerate your career, especially in an industry like sales, where staying up to date with t...
How to Improve Sales Skills and Boost Your Confidence

February 01, 2017 By Canadian Professional Sales Association

Making sales calls all day and dealing with customers who are potentially indifferent or uninterested in what you have to say can be a disheartening e...
5 Prospecting Techniques That Really Work

February 01, 2017 By Canadian Professional Sales Association

Prospecting is such an important part of the sales process; with the right prospecting techniques, great levels of success can be achieved. Prospectin...
7 Selling Techniques All Sales Reps Should Master

December 05, 2016 By Canadian Professional Sales Association

It’s important that every sales rep has an arsenal of proven and practical selling techniques that they can use at the ready when making sales ...
5 Proven and Practical Selling Techniques

November 25, 2016 By Canadian Professional Sales Association

Having a structured set of selling techniques is an important part of achieving sales success, but not all techniques are equal. There are some techn...
9 Key Characteristics of Successful Sales People

November 11, 2016 By Canadian Professional Sales Association

the sales people who are consistently high performing and meeting and exceeding quotas, certain patterns emerge. They tend to have certain qualities...
How to Increase Your Sales without Cold Calling

November 10, 2016 By Matthew Cook

For many sales organizations, cold calling is a required and standard activity. Many simply continue to use this old, outdated technique due to a lac...
How to Improve Your Persuasive Sales Techniques

November 10, 2016 By Rhys Metler, Salesforce Search

Only once in a blue moon will a prospect be completely and totally willing to buy everything that you’re offering. Most of the time, closing ...
6 Essential Selling Techniques and Why They Work

November 08, 2016 By Rhys Metler, Salesforce Search

The best sales people are not the ones who have all the bells and whistles, but the ones who shine while doing the basics. You need a good foundation...
TRBOT Business Advice Series featuring Audrey Jamieson, Founder, Marketing Kitchen

November 01, 2016 By Canadian Professional Sales Association

This week’s Toronto Region Board of Trade RBC Business Advice Series featured Audrey Jamieson, Founder and President of GTA-based mar...
What to do if you can’t close

October 11, 2016 By John barrows

Have a big fat pipeline. The number one solution for almost every other challenge related to sales (closing, negotiations, objection handling, discoun...
3 Ways Sales Reps Can Benefit from Sales Enablement

October 03, 2016 By Matthew Cook

As companies get on board with inbound marketing to remain relevant and profitable in today’s digital age, many begin to see a new problem emer...
5 Challenges in a Sales Career and How to Overcome Them

September 30, 2016 By Rhys Metler, SalesForce Search

It’s a tough job, but somebody has to do it. No doubt, sales is a difficult field to succeed in. It’s highly competitive. It’s fi...
Forget The Sales Playbook

September 29, 2016 By Matt Heinz

The idea that you will have a complete, comprehensive sales playbook is a myth. It’s not even worth pursuing. I’ve heard sales leaders ta...
Selling To The New Generation Of Retail Customers When Less Is More

September 29, 2016 By Bob Phibbs

Buying less is a concept that seemed out of style for consumers beginning with the go-go 80’s until about three years ago.  The size of the...
Darwin Comes To B2B Sales – Hunt or Perish

September 29, 2016 By Tibor Shanto

Many people debate the precise quote “survival is more likely a question of a species ability to adapt than anything else” from Darwin. Ho...
Why People Hate Cold Calling and What You Should Do Instead

September 16, 2016 By RHYS METLER, SALESFORCE SEARCH

For many sales organizations, cold calling is the standard way to contact leads and set appointments. For many sales reps, cold calling is just a f...
Try These 7 Strategies to Improve Your Sales Emails

September 14, 2016 By Matthew Cook

In theory, writing sales emails seems super easy. You can write an email template, blast it to hundreds of leads, and all from the comfort of your de...
Your Buyers and Sales Team Are Changing – Will you be ready for 2020?

September 02, 2016 By Lisa Leitch, CSP

By the year 2020 almost half of the Canadian workforce will be comprised of millennials – what does this mean for you and your organization? Bec...
5 Reasons Why Cold Calling Is Ineffective

September 02, 2016 By Rhys Metler, Salesforce Search

Organizations have been cold calling buyers for decades. In the past, it was one of the few ways that sales people had to connect with buyers. But ...
10+ Examples Of BAD Sales Pitches You Need To Avoid

August 22, 2016 By Matt Heinz

Based on Scott Brinker’s new 2016 martech infographic, there are at least 2x more companies selling technology to B2B sales & marketing grou...
Tips to Ace Your Next Sales Call

August 10, 2016 By Salesforce

Picking up the phone to connect with a prospect can be an important touchpoint on the path to purchase. So much so that a quick phone call has been&nb...
Price and Risk: Leveraging the Opposite Relationship

August 08, 2016 By Tibor Shanto

I was reading a piece recently where the author was building the case for a particular buyer behavior. He suggested that people desire not to take a r...
Leverage Your Network's Networks

August 08, 2016 By Andrew Jenkins

Most of us have done research within LinkedIn to find a broad list of target prospects based on a particular set of criteria. This post is not meant t...
Hook Your Prospects with These Openers

August 03, 2016 By Colleen Francis

There is a brief window of time to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, salespeop...
VIDEO: 7 Reasons Why Your Business Needs to Prioritize Social Media

July 01, 2016 By CPSA

View the original article.  About the Author: Matthew has over 20 years of sales and sales management experience. He is the founder of Sa...
Get Superior Sales Prospects

July 28, 2016 By Lori Richardson

If you are in sales there is likely someone on your heels wondering when you will close some business. If you are new, they are looking at you to get ...
Social Selling: What the Sales Pros Are Doing Differently

July 28, 2016 By Joanne Black

How do the leading sellers become so successful on social media? Sales professional who say it’s easy keeping up communication on social network...
Motivational Video - Oxygen and Opportunity by Mat Koenig

July 26, 2016 By Mat Koenig

Are you feeling like you can't get ahead? Has life knocked you down so many times that you're having a hard time getting up? Are you wondering when it...
10 Things to Get Rid of to Experience True Happiness

July 26, 2016 By Mat Koenig

Steps To Achieving Happiness: #1 Get Happy By Eliminating Limiting Beliefs A lot of times what holds us back from reaching true happiness and true suc...
Influencer Interview - Dan Waldschmidt, International Business Strategist, Speaker, Author

July 26, 2016 By Dan Waldschmidt

The CPSA is lucky to have many of the top Sales and Leadership experts as guest bloggers and supporters. One such well-known thought leader is Dan Wal...
5 Easy Things You Can Do to Improve Your Sales Process

July 21, 2016 By Rhys Metler, SalesForce Search

There’s no doubt that having a clear, consistent, and well-defined sales process is critical to success in sales. Your sales people need a pr...
10 Effective Ways To Prospect Up To Senior Ranks

July 21, 2016 By Mark Hunter

1. Give Your Best Impression To All Levels Of Contact Treat them the same way you would treat the senior level person that you are ultimately trying t...
2 Best Practices To Strengthen Your Sales Funnel ​

July 12, 2016 By Alen Mayer

The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of th...
How to Update Your Selling Techniques to Match the New Way Customers Buy

July 08, 2016 By Rhys Metler, SalesForce Search

There’s no doubt that the buyer behaviour has changed in the past decade. Thanks to the rise of the internet, buyers are now taking control of t...
How Sales People Can Adapt to the New Way Customers Buy

July 08, 2016 By Rhys Metler

If you’ve been having a tough time selling in the past few years using your same dated sales strategies and techniques that you’ve been u...
5 Outdated Sales Behaviours That You Should Ditch Today

July 08, 2016 By Matthew Cook

As buyer behaviour evolves, so should your sales behaviours. If consumers aren’t buying in the same way that they used to, it only stands to re...
Why Clearing Out Your "Locker" Is Important

June 27, 2016 By John Hirth

The psychological locker that is. Remember in high school when you used to leave your gym uniform in your locker for a few of weeks without washi...
Should Salespeople Be Credited for the Advancement of Every Product?

June 24, 2016 By Alen Mayer

Every time a new product is introduced, we are often skeptical and avoid buying it. Then the salesperson focuses his energies on us. We struggle for a...
How to Effectively Engage with Customers

June 21, 2016 By Wes Deklerk

Sales professionals who want to grow, learn and improve, are similar  to a diamond in the rough. Taking an opportunity from lead nurturing t...
Why It's Going to Be Hard to Use Outbound Sales Tactics Soon

June 16, 2016 By Matthew Cook

Outbound sales tactics, like cold calling, have been used by organizations to make sales for decades. Before the rise of the internet, organizations ...
The Magic Meeting Number To Grow Your Referral Network

June 16, 2016 By Joanne Black

As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. ...
Breaking Out From Competitive Pricing

June 16, 2016 By Tibor Shanto

A couple of weeks ago I lost an opportunity I feel I should have won, and as you have read here in the past, you need to invest the time to understand...
Is It More Important To Get Your Customers To Like You Or Trust You?

June 13, 2016 By Tibor Shanto

Sales is not without its share of wives tales or empty sayings, passed down from one generation of sales people to the next.  Some are considered...
Sales tips for growing your B2B leads

June 13, 2016 By Wes Deklerk

B2B sales and marketing plans require a little more strategy than selling to consumers. You have fewer leads to work with and generally more at stake ...
Engage Prospects with These Tips

June 13, 2016 By Colleen Francis

Picture a stopwatch with 30 seconds. The second you get a prospect on the phone, your time is ticking to make a moving first impression. However, whe...
How to Approach Sales Objections

June 13, 2016 By Matthew Cook

Every sales rep will have to deal with sales objections. Virtually every prospect will have at least one objection, whether it be the price, the fe...
The Key To Sustaining Long Term Growth In Sales And Business Development

June 09, 2016 By Wes Deklerk

Business development is a term that is often loosely thrown around. While the idea of business development can sound rather alluring and appealing, of...
7 Simple Tips to Solve Your Sales Slump

June 03, 2016 By Lori Richardson

It is easy to feel lacking in a world that is creating content constantly, 24 hours a day. What can you do when your sales for the year is off to a sl...
Phone Prospecting for Success

June 03, 2016 By Lori Richardson

Professional salespeople use the phone every day in some capacity. Those with minimal selling roles are in an office on the phones, and those calling ...
Overcoming Cold Calling for All Introverts

June 02, 2016 By Alen Mayer

Feeling nervous before you make a call? Have you become an expert at creative avoidance?  An introvert never looks forward to cold calling; yet i...
Why Are You Foolishly in a Hurry to Sell?

June 02, 2016 By Robert Terson

Once I had a conversation with a man who operates his own consulting business here in Chicago; we discussed sales, networking, and other related subje...
The Issue with Commission-Only Sales Reps

June 02, 2016 By Dave Stein

During the past two weeks, I had the chance to consult with two CEO/entrepreneurs. They’re both in the tech industry just coming up to the ...
“I’ll Offer You My Business If You Can Beat My Current Price”

June 01, 2016 By John Hirth

Ever get this one? Sure you have. You’ve gotten it from one of your good customers who seem always to be willing to “give you a shot&rdquo...
Aim Small, Miss Small

June 01, 2016 By Leanne Hoagland-Smith

In the movie, The Patriot, Mel Gibson as a father tells his two young songs to “Aim Small, Miss Small” as this family works together to sa...
Selling According to Your Buyers

May 24, 2016 By David Meerman Scott

In our current times, buyers are in charge. Google is our first stop during any shopping trip. We check out a company’s site, blog, and You...
Get The Meeting: 4 Key Strategies To Bypass The Gatekeeper

May 24, 2016 By Joanne Black

I’m tired of reading and hearing about how to bypass the gatekeeper. Articles, emails, news flashes, blasts, podcasts, webinars, etc. they make ...
How I Dramatically Improved My Productivity

May 24, 2016 By Steven Rosen

Many sales executives are feeling unproductive, frustrated, and overwhelmed. They are finding it difficult to deal with important daily tasks due to t...
Retail Commission is Limited: Motivate Employees with these 3 Sales Strategies

May 24, 2016 By Bob Phibbs

Encouraging employees. It’s always tough in a retail store. You want to be as effective a retailer as Apple, as Nordstrom, as Lululemon, but you...
Have you ever wondered why you can’t close?

May 24, 2016 By Mark Hunter

Every salesperson at some point in their career has asked themselves this question. Here’s a checklist of questions you need to ask yoursel...
Save Time and Finish Tasks with these Tips

May 24, 2016 By Lori Richardson

Productivity and getting things done in sales and business are integral for reaching new heights. Running two growing brands (Score More Sales and WOM...
3 Old School Selling Techniques You Need to Stop Using

May 24, 2016 By Matthew Cook

There are hundreds of different selling techniques that sales people employ in the course of their jobs. Many of them swear by their tactics and ar...
Wasting Sales Time in 5 Major Ways

May 20, 2016 By Anthony Iannarino

#1. Most of the emails you send for scheduling appointments are a waste of your time. Emails are a poor medium for a conversation, in which you share ...
Appealing to Introverted Clients

May 17, 2016 By Alen Majer

According to Psychology Today, up to 50 percent of the population can be described as introverted. While significant publications like The Atlas of Ty...
Ten Different Techniques To Close Sales Quicker

May 11, 2016 By Mark Hunter

The typical salesperson has two or three ways with which they feel comfortable to ask for the order. Could you imagine a mechanic repairing your car w...
Unproductive - 7 Ways to Crush Quota

May 11, 2016 By Lori Richardson

It is easy to feel behind in a world that is constantly creating content, nonstop 24 hours a day. Your sales year began January 1, but you don’t...
Expand Your P’s & Q’s To Increase Your Sales

May 11, 2016 By Leanne Hoagland-Smith

Essential marketing strategies and tactics need to go beyond current marketing models for businesses to increase sales for better bottom line results....
“I Suppose I Just Got Lucky”

May 11, 2016 By John Hirth

How many times have you heard a salesperson say this, or you said it about landing a nice piece of business? Or how many times have you heard a compet...
WEBINAR - Increase Sales Productivity In 3 Easy Steps

May 06, 2016 By CPSA

Using data collected from over 1,600 companies in Canada, Rob Triggs, award winning sales leader and VP of Sales and Marketing at CRM Dynamics, reveal...
11 More Ways of Being a Good “Sales Citizen”

May 06, 2016 By ​John Hirth

Expand Your Horizons.  As a salesperson take advantage of company-sponsored training courses and volunteer for projects in areas outside you...
Ten Crucial Business Lessons You Can’t Afford To Learn the Hard Way

May 05, 2016 By Dan Waldschmidt

1. No one asks “how much does it cost” when it comes to being healed. If you’re selling a product, your client will want to compare ...
Don't use Features & Benefits

May 05, 2016 By Allen Majer

Instead of naming features and benefits of your product and service, why wouldn’t you start with asking questions? You need to find out your cli...
This Same Deal Over and Over Again

May 05, 2016 By Anthony Iannarino

This deal was on your pipeline report last quarter. It was in the same stage at that time, too. The only thing that has changed is that you’ve h...
Referral hacks: 10 Tips To Help You Win More Business

May 05, 2016 By Matt Heinz

1. Scripts & practice:  We tell our customer-facing people to ask for referrals but hardly tell them exactly how to do it. What tal...
5 Signs You Need to Update Your Sales Process

May 04, 2016 By Matthew Cook

Each organization’s sales team will have a unique defined sales process that it leans on in order prospect, nurture, and close deals successfull...
10 Specific Objections and Ways to Effectively Handle Them

May 04, 2016 By Allen Majer

Knowing how to handle objections from clients begins with expecting that they have concerns. Your attitude at the start will directly affect your...
Be Polite To Everyone But Your Prospects

April 19, 2016 By Tibor Shanto

Prospecting can be a nerve racking experience for many in sales, especially outbound telephone prospecting, which explains why so few are good at the ...
How to Improve Online Customer Engagement

April 18, 2016 By Bonnie Sainsbury

If your goal is to improve your online customer engagement and ultimately drive new sales, there are lots of things you can do. Let’s take a loo...
Co-operators Group: Effect of Buyer Personas on Marketing

April 18, 2016 By David Meerman Scott

Most marketers make stuff up. They sit in nice comfortable offices, imagining what interests buyers and then create “copy” and “camp...
Social Selling: Tips on Selling to Prospects That Aren’t Social

April 18, 2016 By Matt Heinz

Plenty of your prospects aren’t active on social media. The percentage of customers, prospects, and partners in your industry may vary depending...
Is It The End For The Knowledgeable Retail Salesperson?

April 18, 2016 By Bob Phibbs

Years ago manufacturers of retail products had one route – especially for more complex sales of things like luxury watches, cameras, hot tu...
How to Get Your Prospect Talking

December 14, 2015 By Mike Brooks

Have you ever had a prospect who plays his feelings on your product or service “close to the vest”?  Someone who simply won’t ...
Top 10 Ways to Increase Sales in the New Year

December 14, 2015 By Colleen Francis

It's almost the New Year! And in honor of that I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. Y...
12 Tips to Close End of Year Sales Fast

November 16, 2015 By Kendra Lee

It’s November and the fourth quarter of business for many companies, bringing with it crunch time for achieving your sales goals. You may find ...
Do You Have What It Takes To Be A Sales Manager?

October 20, 2015 By Colleen Stanley

So you want to be a sales manager? It’s a rewarding and tough job that requires the skills of a good parent, the vision of a CEO and insig...
Avoid These 3 Customers At All Costs

October 20, 2015 By The Canadian Professional Sales Association

While a full pipeline is the constant goal for most salespeople and their teams, a steady flow of complicated and conflict driven customers can leave...
Driving Sales Productivity Webinar – Sponsored by Microsoft

October 09, 2015 By Canadian Professional Sales Association

On September 30th, the CPSA offered the Driving Sales Productivity Webinar, sponsored by Microsoft. If you missed it, don't worry! You can ...
Poor Sales Performer? Stop Measuring Sales

September 22, 2015 By Colleen Francis

There are two kinds of underperformers: those you need to get rid of right away and those who have a fighting chance and just need your help to becom...
6 Deadly Sins of Sales Motivation

September 22, 2015 By The Canadian Professional Sales Association

Building an environment for your sales team to thrive is essential to long term growth and success. Avoid these 6 deadly motivational killers at all ...
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