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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...
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...
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...
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...
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...
Influencer Interview: Bob Phibbs, the Retail Doctor

September 16, 2016 By Bob Phibbs

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 Bob Phi...
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...
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...
5 Outdated Sales Behaviours That You Should Ditch Today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...
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...
5 Critical Selling Skills in 2016

June 03, 2016 By Matthew Cook

Sales is tough. Even though there are over 22 million sales professionals in the United States and Canada alone, only 10% will actually deliver ROI wh...
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...
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...
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...
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...
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...
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 ...
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 ...
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...
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 ...
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...
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 ...
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...
Put an End to Sales Prospecting Procrastination

July 13, 2015 By Kendra Lee

We all have favourite things we like about our jobs, and I’m not talking about closing sales.  Of course we all love that.  I’m...
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 ...
How do I identify my ‘personality colour’ and what does it mean?

June 01, 2015 By The Canadian Professional Sales Association

During the hiring process, many companies will opt to access candidates with a personality test, which is a helpful tool when sales managers want a d...
Strategies: How Long Do You Keep A New Salesperson?

June 01, 2015 By Colleen Stanley

It’s a "Groundhog Day" scenario in the life of a business owner or sales manager. The company is growing and it’s time to add a new sales...
Key Account Selling – The Fundamentals

June 01, 2015 By Canadian Professional Sales Association

One of the most difficult aspects of sales is overcoming the challenges of penetrating key accounts. There are many ways sales professionals define k...
15 Tips to Surviving (and Thriving) with Voicemail

May 15, 2015 By Mark Hunter

Voicemail is either our best friend or worst enemy (or possibly a little bit of both).  Is it a convenience in sales and critical in our selling...
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...
Sales Debate #2 – Do Email Attachments Engage Prospects?

May 04, 2015 By The Canadian Professional Sales Association

When engaging with prospects via email, it is common for salespeople to pass along multiple documents of information, in hopes of intriguing the cont...
7 Ways to Immediately Increase Your Referrals

April 20, 2015 By Paul McCord

Every salesperson has heard that referrals are by far the best prospecting and marketing method in existence.  Yet, very few salespeople actuall...
Sales Debate #1 – Can You Build Relationships Via Email?

April 20, 2015 By The Canadian Professional Sales Association

With the ease of modern communicative mediums, building strong relationships with your prospects and clients proves to be more difficult and yet more...
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 ...
Terminating Telephone Terror

March 23, 2015 By Wendy Weiss

What can strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self-confidence, destroy self-es...
6 Steps to Planning Your Sales Week

March 23, 2015 By The Canadian Professional Sales Association

From the perspective of both sales managers and sales reps, the importance of developing a weekly sales plan is essential to meeting short term goals...
Avoiding Price Objection

March 09, 2015 By The Canadian Professional Sales Association

While we can't control our customers, we can control our behaviour. During the sales process, our persona has a substantial influence on how the pros...
Use the S.A.L.E. Methodology to Counter Any Objection

February 23, 2015 By Colleen Francis

We all face questions and objections from buyers. The key to creating a nonstop sales boom is in reframing these objections as simple conversation st...
Elevator Speech vs. Unique Selling Proposition vs. Value Proposition

February 09, 2015 By Jill Konrath

Without a strong value proposition, it’s much harder to sell your products or services in today’s economy, much less even get in the door...
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 ...
Sales Motivation: The First 30 Minutes of the Day

January 26, 2015 By Mark Hunter

The first 30 minutes of the workday will set the tone for the entire day. For most people, the first half hour of the day consists of settling into t...
5 Warning Signs Your Sales Opportunity Won't Close

January 12, 2015 By Jill Konrath

Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipe...
What Makes A Successful Negotiator? 5 Steps to Negotiating Like an Expert

December 15, 2014 By Colleen Francis

My husband loves to negotiate. So much so that whenever I need to buy new running shoes, he always buys a pair, too, with the hopes that he can swing...
Are You Geared Up for Sales Success?

December 01, 2014 By Jill Konrath

If you're launching a new product or service shortly, it's highly likely your firm has invested a great deal of money and time to bring it to market....
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...
Is Your Selling Technique Destroying Sales?

October 20, 2014 By The Canadian Professional Sales Association

For sales professionals in any industry, finding the right balance between maintaining existing customers and attracting new prospects is a continual...
What are the most important questions to ask prospective sales employees during an interview?

September 22, 2014 By The Canadian Professional Sales Association

When hiring a new salesperson, asking the right interview questions are essential to securing a highly-skilled employee. However, what are the most i...
How Effectively Do Your Sales or Buyers Teams Negotiate?

September 22, 2014 By Patrick Tinney

The reason I am so fascinated by the skills surrounding business negotiation is that there are no rules. No boundaries. No normal. No constant. Just ...
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...
How to Plan Your Sales Week

September 08, 2014 By S. Anthony Iannarino

You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, ...
Pipeline Reviews: Asking Tough Questions to Close More Business

August 25, 2014 By Colleen Francis

Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills ...
7 Questions to Improve Your Sales Strategy

August 11, 2014 By The Canadian Professional Sales Association

Developing an effective sales process is always a difficult task. Without an efficiently functioning course of development, no amount of effort will ...
Does being “Consultative” Mean Recommending Your Competitors?

June 24, 2013 By The Canadian Professional Sales Association

A consultative selling approach fosters strong trust with a buyer. Instead of using pressure or charisma in your selling approach, you can opt to wor...
Would you listen to you? How to create an effective prospecting program

July 26, 2012 By Sue Barrett

Many sales professionals, especially those new to sales, often take it personally when a prospect says "no" and fail to persist with their prospectin...
Getting Back in the Game: Strategic Calling to Find Hidden Opportunities in Your Current Accounts

July 26, 2012 By Ken Valla

Strategic decisions are made at the top – Do your sales professionals call there? What growth strategy is your sales organization pursuing as ...
Imagine the Day Your Contact Leaves. Then What?

November 24, 2010 By Tom French

If you have only one contact at an account, you are in a most vulnerable position. Changes do occur. People move on. Promotions happen. Structures ch...
Customers Define Value

September 17, 2010 By Adrian Davis

In the old world, we defined value for our customers. We typically left the customer out of the equation while we defined and pre-packed the value. W...
Follow-Up Calls:28 Compelling Reasons Why You Should Be Politely Persistent and Follow Up With Your Prospects

September 09, 2010 By Jim Domanski

Has this ever happened to you? You've made the call. You generate interest. Maybe you send a proposal or quote. You make a follow-up call and leave a...
Four Advanced Sales Techniques For Opening Locked Doors

June 02, 2010 By David Tyner

Much to the dismay of many sales managers, a lot of salespeople have a tendency to sit in limbo waiting for their prospects to put out an RFP, RFQ, ...
Closing the Deal: Separate the Prospects from the Suspects

June 02, 2010 By Mark Hunter

We've all been there. After countless calls, meetings and an endless amount of work, you just can't get the customer to say "yes" and move forward.&n...
Smoothing the Transition from Business Developer to Trusted Advisor

May 13, 2010 By Mike Schultz

Full-time salespeople sell all day. They can go from rookie to retiree and all they need to do is sell to be successful. On the other hand, professi...
Is There Any Value in Your Value Proposition? Five Tips For Communicating the Real Value of Your Services

May 16, 2010 By John Doerr

In the course of my work with all manner of professional service firms, I hear a very common lament. “We are becoming a commodity. The prospect...
How to Use E-Mail and Voicemail to Get a Return Call From Your Prospects

May 13, 2010 By

Are you frustrated by the lack of response to your voice mails and the impact it has on your cold calling efforts? You can increase your odds of get...
7 Cold Call Opening Statements From Hell

March 04, 2010 By Jim Domanski

When cold calling, the opening statement is THE most critical element to your success. If you don't nail the opener and get the prospect's attention,...
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...
The Top 10 Ways to Get Past Voicemail and Reach More Decision-makers

March 02, 2010 By Jim Domanski

If you make cold calls or follow up calls then you are probably well acquainted with voicemail.  Voicemail is a vicious sale stopper and it isn'...
Don't Overdo It!

February 17, 2010 By Colleen Francis

Avoid the trap of overselling It's every salesperson's nightmare: the sale that unravels just before the deal has been closed. It happens more...
Manage the Pipeline

February 15, 2010 By Rick Johnson

Pipeline Management is fundamentally, a time management problem. It begins with answering the following questions. - Are there alternatives to a sale...
8 Sales Questions You Can't Live (And Sell) Without

December 13, 2009 By Jim Domanski

Make no mistake about it questions are the key to good selling. Good questions will get you good information. Good information helps you sell and se...
Things Change - 4 Steps to Winning Back a Sale

December 13, 2009 By Jim Domanski

What do you do when you lose a sale? If you are like the vast majority of sales reps, you simply move on. End of story. And there's nothing wrong wi...
The Test Drive Close - How to Use Word Pictures to Close More Sales by Phone

December 13, 2009 By Jim Domanski

Selling over the telephone is like selling blind. You cannot see the individual or the environment and they cannot see you. It is a major challenge ...
Is Your Prospect Hesitating? Are You Surprised?

February 15, 2010 By Colleen Francis

Did you ever notice that the most excited prospect, the one who loves your product the most and can find nothing wrong with it, is also the prospect ...
Is Your Price Too High - or Not High Enough? A two-step formula for handling pricing objections

February 15, 2010 By Colleen Francis

In our last issue, we shared a few tips on how to prevent your prospects from raising the all-too-familiar "you're too expensive" objection. This wee...
The Fine Line Between Being Friendly and Being Their Friend

December 01, 2009 By Colleen Francis

When it comes to our customers, we in sales are used to walking a fine line between right and wrong behaviours. The consequences of stepping over tha...
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...
Are You Helping Your Prospects Discover What They Don’t Know?

February 02, 2010 By David Brock

As consultative, solutions, customer-focused sales professionals, we know that we are supposed to probe our customer’s needs, problems and chal...
Habits of Top Sellers – Using E-Mail to Advance the Sales Process

February 02, 2010 By Ralph Allora

You’ve presented your case to the prospect and the offer is on the table. Now comes the hard part—the tough negotiations that will largel...
The Two Most Powerful Words That Will Make You Sell More

October 15, 2009 By Lee Salz

Salespeople are searching for the secrets to selling success...These two words are the drivers that will take their income to a new level. So, the t...
Fill Your Pipeline by Refining Your Referral Requests

September 15, 2009 By Kendra Lee

Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. The...
A Trade Show Not Capitalized on is a Missed Opportunity

September 13, 2009 By Glen Eisenberg

With so many retailers, manufacturers, and distributors hitting convention floors across the country, sales professionals attending trade shows shoul...
Don’t Count Your Chickens ‘til They Hatch Or Don’t Put your Eggs in One Basket

September 28, 2009 By Bill Brooks

For many salespeople, one single account provides as much as 30 per cent of their total personal sales volume. Now a statistic like this keeps many o...
Light a Fire under Complacent Prospects: Start with a Clean Bill of Health

September 18, 2009 By Mark Cook

Creating an interest in complacent prospects is our first and, often, our most difficult task as salespeople. The receding tide of the world economy ...
Cost Versus Worth

September 16, 2009 By Kelley Robertson

"How much will this cost?" Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber...
Pick at the Scab

September 16, 2009 By Kelley Robertson

Sales professionals usually ask a few questions in order to gain a better understanding of their prospect's situation. However, most of them don't p...
3 Keys to Overcome Your Fear of Follow Up

September 15, 2009 By Judy Garmaise

The truth is clear: the majority of salespeople don't take follow up seriously. After talking with a prospect they leave one follow up voicemail or s...
What is Low Price Costing You?

September 05, 2009 By Mark Hunter

You can win on price, but doing so will cost you a loss in profit. This point is hard to grasp for people who are struggling to keep their head abov...
When Clients Have No Budget: 18 Strategies to Get Funded

September 01, 2009 By Andrew Sobel

The dreaded phrase, “We have no budget for this!” is being heard all to often these days. Variations include “Our budget has been c...
Five Relationship Selling Questions to Better Qualify Your Potential Customers

September 01, 2009 By Leanne Hoagland-Smith

Time is of essence to sales professionals. These five questions may help shorten your qualifying process within your sales approach and help to achi...
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