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Showing Results For: Sales Leadership
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5 Selling Techniques Every Salesperson Should Master
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...
PODCAST TRANSCRIPT: Leadership, “Interview with Jamie Shanks - Managing Rejection and Embracing Resilience to Become a Top Sales Pro”
Canadian Professional Sales Association, Leadership Series
Tim Baker: Rejection and resilience. Two very important challenges that we all face from time to time, both professionally and personally. Le...
Are Your Sales Reps Performing?
Canadian Professional Sales Association
How to Evaluate Your Team’s Success Most sales departments focus on targets and quotas as indicators of success on their sales team; however, there ar...
Are Your Salespeople Aligned with Your Company's Brand Values?
Canadian Professional Sales Association
Brands are the difference between a product that people like and a product that people love. They create a community, a feeling, and a behaviour. They...
PODCAST TRANSCRIPT - SalesProTips - How Employee Advocacy Can Grow Your Brand
Canadian Professional Sales Association
There's an untapped resource out there which more sales leaders and frontline pros need to know about. By utilizing the best empl...
Social Selling Techniques That Will Generate More Leads
Canadian Professional Sales Association
Social networks have evolved beyond platforms to connect with friends and family. They are now tools for commerce, media, and selling. However, with s...
How to Get the Right Motivational Messages Through to Your Sales Team
Canadian Professional Sales Association
Motivation is like water; it provides life for your team and organization, but it can so easily escape. Motivated teams have stronger business results...
PODCAST TRANSCRIPT - SalesProTips - How AI is Changing Marketing and Sales
Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we will investigate the impact AI and machine learning is having on sales today, an...
How Personas Can Help You Better Understand the Market
Canadian Professional Sales Association
You have worked really hard and built an innovative and stable product– great! But, you only have a few sales reps to actually sell your product. You ...
PODCAST TRANSCRIPT - SalesProTips - Creating a Performance-First Workplace Culture
Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we give thought to the elements which make up a first-rate work culture; one in which...
PODCAST TRANSCRIPT - SalesProTips - How Can We Get More Women in Sales Leadership Roles?
Canadian Professional Sales Association
We have a serious women-in-sales leadership problem in Canada. According to LinkedIn, the percentage of female professionals decreas...
PODCAST TRANSCRIPT - Social Selling and Tech - Selling SaaS
Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss what’s needed to successfully sell Software as a Service into larger organi...
PODCAST TRANSCRIPT - SalesProTips - How Leaders Can Build the Know-How to Achieve Sustained Results
Canadian Professional Sales Association
In this episode of the SalesProTips show, we consider how leaders in larger organizations can build the know-how to build and susta...
5 Reasons Why Your Salespeople Should Encourage Brand Advocacy Within Your Organization
Canadian Professional Sales Association
Sales is often an uphill battle every week, month, quarter and year. Any tool or process that can help to make the job easier is something that salesp...
PODCAST TRANSCRIPT - Social Selling and Tech - Why Podcasting Should be Part of Your Social Selling Toolkit
Canadian Professional Sales Association
15 percent of people in the US and Canada listen to a podcast at least weekly. That's five times more than those who go to the m...
PODCAST TRANSCRIPT - SalesProTips - Emotional Intelligence in Leadership
Canadian Professional Sales Association
In this episode of the SalesProTips show, we consider the role of EQ in sales leadership. Kristen Harcourt will talk through what ...
Sales and Marketing Ideas to Try During the Holiday Season Part 1
Canadian Professional Sales Association
The holiday season is upon us. Its that time of year when oodles of gifts are bought for family, friends and colleagues, end of year budgets are spent...
Sales and Marketing Ideas to Try During the Holiday Season Part 2
Canadian Professional Sales Association
The festive fun season is here. It is that wonderful, yet frantic, time of year when the retail sector goes bonkers, end of year budgets across many c...
What Training Should I Choose to Help Me Improve My Follow-Up Sales Skills?
Canadian Professional Sales Association
You’re probably very familiar with the often-quoted stat that it costs, on average, seven times more to secure a new customer than it does to sell to ...
Top 10 Sales Personalities of 2017
Canadian Professional Sales Association
2017 is coming to a close. The end of the year is a great time to look back and recognise some of the most influential sales personalities of 2017. He...
The Benefits and Drawbacks of Team Targets and Shared Team Commissions
Canadian Professional Sales Association
Finding the perfect formula for your team’s compensation and commission structure is every sales manager’s goal. There’s no one size fits all approach...
Getting Face Time with Prospects and Clients
Canadian Professional Sales Association
We all know that the more face time we get with prospects and clients the more chance we have of making and increasing sales. But getting those all-im...
PODCAST TRANSCRIPT - Social Selling and Tech - How Video is Changing the Way We Sell
Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss how video content helps to increase revenue and ho...
PODCAST TRANSCRIPT - SalesProTips - Qualities of the Best Sales Leaders
Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we will investigate the qualities and qualifications associated with the very best in sa...
PODCAST TRANSCRIPT - SalesProTips - Developing Salespeople of Tomorrow
Canadian Professional Sales Association
In the first of the new CPSA SalesProTips series, Kristen Harcourt is joined by one of Canada’s only women with a Sales PhD as we discus...
Why Being Authentic Will Generate More Sales
Canadian Professional Sales Association
Authenticity is vital in sales. People are tired of being mislead, deluded, or outright lied to. Every industry from consumer products to the media is...
Does Thought Leadership Influence Sales Results?
Canadian Professional Sales Association
Thought leadership is all the rage. Everyone is talking about how to use content to build everything from the stages of the funnel to a brand to ...
The Top Motivating Factors That Will Lead Your Sales Team to Success
Canadian Professional Sales Association
Motivation is a fickle thing. It comes and goes, and it is not easy to create. Teams and organizations everywhere attempt to motivate their employees ...
4 Habits of Sales Superstars
Canadian Professional Sales Association
So much has been written about the techniques, skills and tactics you need succeed in sales because it really does take time to hone your craft. But w...
How to Motivate Your Sales Team Without Building Negative Competition
Canadian Professional Sales Association
Sales is a uniquely meritocratic career and competition among sales staff; with commissions, bonuses and other ‘carrots’, acting as great motivators. ...
Top Ways to Grow Your Sales Team's Effectiveness and Output
Canadian Professional Sales Association
It’s pretty much a given that the goal of any sales leader is to have a highly productive, high performing sales team. But when it comes to growing ef...
Ways Sales Leaders Can Get a Clearer Understanding of their Pipeline's Health
Canadian Professional Sales Association
The most fundamental trait of an effective sales team is a strong pipeline. With a healthy pipeline, the organization can accurately predict sales and...
Explainer Videos: What Are They and Do They Work?
Canadian Professional Sales Association
As a sales leader, you’re always looking for innovative ideas that will help your team achieve more sales, right? When you’re on the lookout for new t...
5 Tools to Measure and Grow Sales Performance
Canadian Professional Sales Association
“If you can’t measure it, you can’t improve it” – these words, written by Peter Drucker, are the rule that most organizations live by today. Howe...
The Secret to Higher Sales Productivity: Employee Engagement vs. Rewards
Canadian Professional Sales Association
According to DCR Strategies, organizations with higher than average employee engagement experience 27% higher profits, 50% higher sales, 50% customer ...
What You Need to Build Recurring Sales Revenue
Canadian Professional Sales Association
Achieving a large and consistent stream of recurring revenue should be the goal of all sales teams. If you want to start building recurring sales reve...
10 Powerful Tools for Content Sharing and Distribution
Canadian Professional Sales Association
Today, with the plethora of apps and digital platforms available, customers and prospects expect a seamless sales experience when interacting with a s...
3 Ways to Climb The Sales Career Ladder
Canadian Professional Sales Association
While not everyone in sales wants to move into a sales managerial or leadership position, there are many ambitious sales reps out there who are ready ...
The Robots Are Coming! How AI will Change Sales
Canadian Professional Sales Association
In 2017 and beyond, AI (AKA Artificial Intelligence) is set to dramatically change sales and we’re not being overly dramatic when we say, “The robots ...
SalesProChat: "The Impact of Cultural Genetics on Sales"
Canadian Professional Sales Association
In the August 2017 SalesProChat episode, Charlie Judy talks with host Bill Banham about the cultural DNA of organizations and the impact on Sales. Bil...
SalesProChat Transcription: "The Impact of Cultural Genetics on Sales"
Canadian Professional Sales Association
In the August 2017 SalesProChat episode, Charlie Judy talks with host Bill Banham about the cultural DNA of organizations and the impact on Sales. Bil...
How Well Do You Really Know Your Clients?
Canadian Professional Sales Association
How much do you really know about your customers and target markets? What do you know about what motivates them? How in-depth is your understandi...
Aligning Your Pitch to Your Customer’s Personality Style
Canadian Professional Sales Association
Scripted, one-size-fits-all sales pitches are widely accepted as ineffective and outdated. As a sales professional, you are certainly aware tha...
What Separates Great Salespeople from the Pack?
Canadian Professional Sales Association
In every sales team there is that one selling star; the sales pro that always meets or exceeds their quota. If you work in sales and want t...
Why Artificial Intelligence (AI) is Shaking Up B2B Sales
Canadian Professional Sales Association
Once merely the stuff of science fiction, today Artificial Intelligence is very much a part of the real world and its prevalence is only set to i...
10 Women to follow in Sales Leadership
Canadian Professional Sales Association
Beyonce put it best when she said “who run the world? Girls”. Women are making strides in all areas of business, including sales, and we want to s...
2017 Summer Sales Quotes
Canadian Professional Sales Association
The weather is so nice that we can’t blame you for daydreaming about partying on the beach or having that BBQ with friends. Looking for the specia...
Being Seen as an Industry Expert: Tips for Getting Interviewed on Sales Podcasts
Canadian Professional Sales Association
Today’s best social sellers know how to engage audiences and leverage opportunities to reach new audiences using new channels. While podcasting ...
How to Build Community Engagement Through Social Media
Canadian Professional Sales Association
The key to social selling is to build an engaged online community who know, like and trust you and will ultimately want to buy from you. Sounds ...
Developing Sales Leaders of Tomorrow
Canadian Professional Sales Association
The way buyers are consuming information and making purchasing decisions is changing rapidly. The top sales leaders of tomorrow will be those that c...
PODCAST: SalesProChat, "Women in Sales and Leadership"
Canadian Professional Sales Association
In the July 2017 SalesProChat episode, Lori Richardson talks with host Bill Banham about Women in Sales. Bill and Lori consider challenges ...
PODCAST TRANSCRIPT: SalesProChat, "Women in Sales and Leadership"
Canadian Professional Sales Association
In the July 2017 SalesProChat episode, Lori Richardson talks with host Bill Banham about Women in Sales. Bill and Lori consider challenges ...
Five Top Canadian Sales Experts To Follow
Canadian Professional Sales Association
Canada recently celebrated it’s 150th anniversary so we thought it was an appropriate moment to highlight five of our favourite internationally reco...
Does your Sales Hiring Process Turn Off the Best Candidates?
Canadian Professional Sales Association
Just because your company has created a culture which recognizes and rewards its top performers, does not mean that you'll naturally be able to attr...
Your Boss's Take on Sales Enablement
Canadian Professional Sales Association
Good sales managers generally embrace sales enablement initiatives. Why? Because, when it is done over an extended period and with the right strateg...
Networking: Why You Should Mingle Outside of Your Sector
Canadian Professional Sales Association
If you take a look at your network, you’ll probably notice that the majority of people you know in a business capacity work in the same field or indus...
Creating a B2B Social Selling Success Story
Canadian Professional Sales Association
Who was the last person you called just to chat? Maybe your mother? A close friend? People are spending less time talking on the phone, and most phone...
Innovation in the Workplace: New Ways to Train Sales Pros
Canadian Professional Sales Association
As artificial intelligence becomes a prominent player and managers recognize new methods of making meaningful relationships with customers, finding ne...
3 Essentials for Successful Sales Management
Canadian Professional Sales Association
Becoming a sales manager also means being given a great deal of responsibility. The fate of your team is in your hands, and moving forward, you’ll nee...
3 Things Your Boss Wants You to Know about Sales Enablement
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...
5 Selling Techniques That Will Benefit Your Business
Rhys Metler, Salesforce Search
Sales is an ever-changing field. If your sales people continue to use outdated techniques instead of updating and improving their selling skills, the...
5 Ways to Advance Your Sales Career
Rhys Metler, Salesforce Search
Though a sales career has its benefits, some sales people want to achieve bigger and better things. Closing the same types of deals day in and day ...
5 Closing Strategies and Why Your Sales Team Needs Them
RHYS METLER, SALESFORCE SEARCH
The ability to effectively and efficiently close deals is a must-have quality for a sales person. Everything that sales people do—prospect, nurture l...
Why Your Business Won’t Succeed without Sales Enablement
Matthew Cook
Sales enablement is the multi-pronged approach to enhancing your sales team’s productivity and performance in today’s business world. It&...
Influencer Interview: Bob Phibbs, the Retail Doctor
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...
Influencer Interview: Mark Hunter
Mark Hunter
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 Mark Hu...
Influencer Interview - Mike Figliuolo, Managing Director of thought LEADERS LLC and Founder at Executive Insight 16
Mike Figliuolo
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 Mike Fi...
3 Reasons Why Cold Calling Is a Waste of Time
Matthew Cook
“It’s tried and true,” you might think. “We’ve been cold calling for decades, so we don’t need to change our strategy now,” you might argue. Millio...
Influencer Interview - David Brock, President at Partners In EXCELLENCE
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...
Sales Compensation Initiatives to Improve Sales Performance
David Johnston, President, Sales Resource Group Inc.
In today’s competitive sales environment it is not sufficient to set a financial sales target and trust the salesperson to figure out how they ...
Five Ways To Evaluate Your Sales Coaches
Steven Rosen
As the head of sales, you know that the primary role of the sales managers is to coach and develop their sales team. In fact, you believe that great c...
5 Selling Techniques Your Sales Team Needs to Adopt
Rhys Metler, SalesForce Search
Traditional sales is dead, and with it, so are traditional sales tactics. The metamorphosis of the new buyer behaviour has completely changed the sal...
Influencer Interview - Mat Koenig: Author, Speaker, CEO
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...
5 Critical Selling Skills in 2016
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...
Dave Stein - Author, Sales Strategist & Sales Hiring Expert
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...
Time to Embrace Rejection
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...
So Networking Is Not Your Forte
Joanne Black
There are many people that don’t like to network. When I tell my clients that I expect them to attend at least one business-networking event eac...
Business and Leadership: How They Are The Same
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...
The 25 Best Telephone Selling Tips ... Ever!
Jim Domanski
These tips are simple to apply and easy to use. And best of all, they work! 1. Call earlier. If you're calling mid-level executives and above...
Sales Management Challenge: How Do You Motivate A Downtrodden Sales Team?
Lee B. Salz
Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a cha...
How To Coach The Self Doubter
Steven Rosen
Let’s meet Bob. Bob is a successful district sales manager who could work in any industry and for any company. In fact, there are many Bob...
Ten Characteristics of a Great Executive Coach
Robert Terson
An executive coach can help you to grow your career and your business by finding your areas of strength and those where you could use a little mo...
8 Keys To Incorporating ABM With Your Sales Team’s Target Account Program
Matt Heinz
Account-based marketing (ABM) cannot exist and succeed detached from your sales department. Whereas traditional marketing strategies and tactics ...
Increasing Your Retail Sales – Five Mistakes To Avoid
Bob Phibbs
Many retailers are looking for ways to get customers to purchase their products in their stores. I passed a retail store with one of those guys spinn...
Setbacks Don’t Have to = Failure
Tom Black
As both a salesperson and a member of society, many times you are going to find circumstances will be different than what you want them to be. Many t...
Seven Big Sales Leadership Challenges That Could Hurt Your Organization
Steven Rosen
Let’s face it, being a sales executive has become progressively more challenging. Chances are next year’s sales objective is going up...
Personality Styles Improving Your Retail Sales Team’s Conversion Rates
Bob Phibbs
It seems retailers have tried everything to get employees to sell more. So many try to hire the natural born salesperson. That doesn’t work bec...
The Top 5 Traits of Successful Sales Leaders
Canadian Professional Sales Association
Managing a top performing sales team, regardless of the industry, is a feat not many can tackle. Often compared to rejigging a puzzle, management of ...
How do I identify my ‘personality colour’ and what does it mean?
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...
Managing Sales Territories for Maximum Profitability
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
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...
Lost Sales Analysis – 8 Reasons You’re Losing the Sale
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...
Is Sales Management for You?
Kendra Lee
It’s not uncommon for successful sales professionals to be offered promotions into sales management jobs. And because it’s considered a &...
Must an employer pay out a bonus to a terminating or already terminated employee?
The Canadian Professional Sales Association
When evaluating termination pay, it is crucial to not only focus on the individual’s salary, but other forms of compensation as well. According...
Four Common Destructive Sales Management Styles
Paul McCord
I've had the privilege of working with many new managers whose company hired me to help them transition from seller to manager or to work with existi...
Are You Coaching the Uncoachable?
The Canadian Professional Sales Association
No matter the company they are employed by, sales managers across all industries, face the same frustrations when coaching their sales team. Challeng...
As a sales manager, what are the best questions you can use during one-on-one coaching sessions?
The Canadian Professional Sales Association
One-on-one training sessions between sales managers and individual salespeople is an effective way of coaching for success. Not only does one-o...
True or False: Training Customer Service Teams
Mike Brooks
How would you rate your cell phone company’s customer service? How about your cable TV customer service or your computer company’s custom...
Is Poor Emotional Intelligence Preventing You From Gaining More Business?
Colleen Stanley
You dedicate a portion of each sales meeting to teaching your team new skills and strategies for opening up opportunities. Key performance metrics ar...
5 Myths of Managing a Sales Team
The Canadian Professional Sales Association
Each year, organizations across Canada promote their best-performing sales representatives to the highly coveted position of sales manager. While the...
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Latest Resources
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Canadian Professional Sales Association
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