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GUEST CONTRIBUTION: Swim, Don’t Sink: Four Reasons Why a CSP Certification is Invaluable for Your Business

April 26, 2017 By Chris Pedersen

For a long time, professional sales was a sink-or-swim business. Unlike accounting, medicine, law or engineering, the field lacked standardized traini...
5 Persuasive Skills in Sales You Need to Close More Deals

April 20, 2017 By Canadian Professional Sales Association

There is an art to persuasion. It takes precision and skill, subtlety, and sincerity. The best persuaders can make the client feel like they’ve ...
CPSA DigiTalks Webinar Recording: 10 Questions To Ask About Your Sales Compensation Plan

March 30, 2017 By Canadian Professional Sales Association

What do you know about your sales compensation plan? View our webinar, hosted by Sales Resource Group Inc. President, David Johnston, we will investig...
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...
7 Key Characteristics of Great Sales Managers

February 01, 2017 By Canadian Professional Sales Association

The difference between a good manager and a great manager can also be the difference between a good sales team and a great sales team. As manager, you...
3 Things Your Boss Wants You to Know about Sales Enablement

February 01, 2017 By Canadian Professional Sales Association

With sales enablement being such a hot topic right now and with an increasing number of organizations realizing its value, it’s no surprise tha...
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...
Why You Should Invest in Professional Sales Training

December 08, 2016 By Canadian Professional Sales Association

Getting your sales team up to the right level, where sales calls are as efficient and effective as possible, can be a difficult process. It often inv...
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...
5 Ways You’ll Benefit From Professional Sales Training

November 11, 2016 By Canadian Professional Sales Association

Professional sales training can be a great asset to any sales team. While some people might think sales is straightforward, it’s actually a c...
Why Some Sales Compensation Plans Work and Many Don’t!

November 11, 2016 By David Johnston

When I was a lad, my parents drilled into me that “If a job is worth doing, it is worth doing well!”. This was usually followed by the cor...
5 Selling Techniques Every Salesperson Should Master

November 11, 2016 By Canadian Professional Sales Association

There is a real art to selling, as any salesperson probably knows. You walk a fine line between alienating the customer and making them feel comforta...
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...
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 ...
Influencer Interview - David Brock, President at Partners In EXCELLENCE

September 06, 2016 By David Brock

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 David B...
5 Things You Must Do Right To Land the Perfect Sales Job

August 26, 2016 By Bryce Carter, National Director, Business Development, Grand & Toy

Employers often narrow in on three key areas during the hiring process – your history, your fit with the company and team and how you perform ...
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...
Influencer Interview - Mat Koenig: Author, Speaker, CEO

July 08, 2016 By Mat Koenig

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 Mat Koe...
Can a C-Player Salesperson Become a B-Player?

June 27, 2016 By Dave Stein

We read a lot on sales blogs and in articles about A, B, and C players. Those pieces have covered various learning approaches, methods, and tools...
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...
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 ...
Reduce Your Training Costs With These 8 Tips

June 13, 2016 By Dave Stein

Sales training is more important now, more so than any time I can think back to. I’ve written again and again about the right approach to traini...
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...
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...
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 ...
Dave Stein - Author, Sales Strategist & Sales Hiring Expert

June 02, 2016 By Canadian Professional Sales Association

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 Dave St...
“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...
Time to Embrace Rejection

June 01, 2016 By Robert Terson

I’ve completed a lot of interviews for my book Selling Fearlessly and a word that keeps reappearing in these interviews is “rejection,&rdq...
The 10 Reasons for Forecasting Deals

May 24, 2016 By Anthony Iannarino

Convincing motive to change: If your dream client doesn’t have a compelling reason to change, it’s difficult to forecast that de...
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...
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...
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...
Business and Leadership: How They Are The Same

May 13, 2016 By Mark Hunter

Business and leadership are one in the same.  It’s impossible for a business to succeed for any length of time without being seen as a lead...
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...
Referral Hacks: 12 More Tips To Help You Win More Business

May 11, 2016 By Matt Heinz

1. Be more generous: Simple but elusive for many. Give people a few extra minutes of your time. Give away more ideas. Be known as someone who will go ...
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...
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...
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...
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...
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...
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 #7: Sidekick / Yesware

April 10, 2016 By Shane Gibson

What is it? Both Sidekick and Yesware take the guessing out of one-to-one email marketing & sales and also drastically improve your timing. Both t...
Sales Hack #6: Click Funnels / Unbounce

April 10, 2016 By Shane Gibson

What is it? Click Funnels and Unbounce are two tools I am familiar with. There are many others but I can with confidence endorse these two. Click Funn...
Sales Hack #5: Google Hangouts / Zoom

April 10, 2016 By Shane Gibson

What is it? Google Hangouts and Zoom are essentially both video based conferencing tools you can use instead of the old-school telephone approach to c...
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 ...
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...
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...
5 Things to Do If Summer Sales Are Slow

August 11, 2015 By Mike Brooks

Are Your Summer Sales Slow? I don't know about you, but sometime around the July the 4th business slows down and then after the holiday, it seems to ...
What is the difference between B2B and B2C sales?

July 13, 2015 By The Canadian Professional Sales Association

What are B2B and B2C sales and how do they differ? Business to Business Business to business, or B2B sales, is related to the selling of products an...
Sales Best Practices – Time Management for Maximum Productivity

July 13, 2015 By The Canadian Professional Sales Association

As a salesperson, how often do you find yourself scrambling at months end to hit your sales target? In an average month, you find yourself balancing ...
Sales Debate #3 – Are Assessments Crucial When Hiring Salespeople?

May 05, 2015 By The Canadian Professional Sales Association

Does your new sales hire seem like a completely different person than the one you interviewed? Many companies use psychometric assessments when evalu...
Are You Making These Serious Sales Assumptions?

May 04, 2015 By Jill Konrath

Five minutes. You wouldn't think it would be difficult to misconstrue those two simple words. However, after many years of marriage, I can assure you...
7 Ways to Be Better at Prospecting

April 06, 2015 By Anthony Iannarino

1. Consistency Counts: Prospect Daily! Salespeople acquire new clients, and to do so, they open relationships. Prospecting is the art of opening new ...
Managing Sales Territories for Maximum Profitability

February 09, 2015 By The Canadian Professional Sales Association

Without a well-considered strategy for territory management, sales will be difficult to close in any circumstance. Here are five tips for maximizing ...
Lost Sales Analysis – 8 Reasons You’re Losing the Sale

November 17, 2014 By The Canadian Professional Sales Association

Evaluating why you have lost sales in the past, is the crucial first step when devising a strategic plan to increase your sales revenue in the future...
Giving Up Due To Sales Pitfalls

April 08, 2016 By Allan Mayer

A major pitfall in sales is the lack of energy – indifference, disinclination. Lack of energy is a lack of integrity. A person of great integrit...
6 Secrets to a Successful Sales Meeting

March 28, 2014 By Kevin Higgins

Sales meetings are a critical component of a great sales culture -- an opportunity to build on the skills of the entire sales team and motivate them....
The Neuroscience of Effective Sales Habits

November 13, 2013 By Colleen Stanley

Webster’s dictionary defines the word habit as something that a person does in a regular and repeated way. After working with sales people for ...
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...
Coaching Your Sales Team to Victory

May 13, 2013 By Kristina Vohma

Thinking of automating your sales processes? Before you do so, start with these four keys to sales force productivity -- and add millions of dollars ...
10 Tips to Navigate Price Traps in Business Negotiations!

May 30, 2013 By Patrick Tinney

“Price is what you pay. Value is what you get”. Warren Buffett Recently, I read a column on business negotiation that suggested that one ...
4 Customer-Retention Myths

May 16, 2013 By The Canadian Professional Sales Association

Keeping customers loyal and retaining their business is the key to building a strong foundation for the remainder of your sales efforts. Loyalty can ...
Three Sales Myths That Derail Sales Results

May 01, 2013 By Colleen Stanley

In today’s point and click society, the art of thinking and questioning is starting to become a thing of the past.  Many people read or he...
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