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Showing Results For: Sales Strategy
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Episode 3: How to Effectively Manage Your Leads with Rhonda Taylor
Canadian Professional Sales Association
Today's salespeople have more channels available to them to identify and engage with new audiences and customers than ever before. When done right, so...
Try these 7 Strategies to improve your Sales Emails with Matthew Cook
Canadian Professional Sales Association, Sales Strategy Series
In theory, writing sales emails seems super easy. You can write an email template, blast it to hundreds of leads, all from the comfort of your desk. B...
Connecting the Dots: How To Build a Multi-Channel Sales Funnel with Leanne Hoagland-Smith
Canadian Professional Sales Association, Sales Strategy Series
The modern sales funnel is big and it includes numerous sales channels. At the top of today’s multi-channel funnel sits not just calling, events and r...
CPSA Sales Strategy Podcast Series
Canadian Professional Sales Association
The 'Sales Strategy' Podcast shares strategies and tools which help with developing, nurturing and achieving sales targets through a pipeline.
5 Steps to Great Account Management
Michelle Cain, CSP
Why is it important, now more than ever to develop or review your plan for key accounts? We are in the midst of extremely turbulent economic times, a...
5 Ways to Keep Satisfied Customers Loyal with Client- Focused Solutions
Canadian Professional Sales Association
As the old business adage goes, it’s cheaper to retain a customer than to get a new one. This is especially true in enterprise sales, where the sales ...
5 Questions to Get Prospects to Take Action (And Keep the Sales Cycle Going)
Jim Domanski
Not all tele-sales calls end with a sale. Depending on your product, the market, and the price your sales call might have a longer sales cycle. But ...
Which sales call questions will lead to the best sales opportunities?
The Canadian Professional Sales Association
Much in the sales process is about timing. You need to get ahold of prospects at the right time of year before they’ve spent their budgets, but also ...
7 Questions to Improve Your Sales Strategy
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 ...
The Sales Compensation Guide
Canadian Professional Sales Association
A well-designed compensation plan can take your team to the next level, but there’s a lot to consider. We’ve compiled all the necessary information ab...
Segmenting and Targeting Prospects Based on Buyer Personas
Canadian Professional Sales Association
Sales organisations aiming to create sustained growth need a strategy to identify and engage their ideal customers. One of the fundamental components ...
Building Lasting Rapport Online- Nurturing Genuine Relationships
CPSA
Building lasting rapport with your prospects and customers is a crucial step in achieving sales success but as we enter unprecedented times during th...
Managing Enterprise-Level Accounts to Grow your Business
Canadian Professional Sales Association
With many organizations facing budget constraints and less willingness to invest in new products and services in the face of the COVID-19 pandemic, ac...
Sales Success Playbook
Canadian Professional Sales Association
The business world continues to advance. Consumers change. Economic stability fluctuates. New competitors emerge. Responding to change is never easy, ...
Performance Management: Keeping on Top of Your Sales Team's Efforts
Canadian Professional Sales Association
Do you know how well your sales team is performing...right now? If you’re waiting until the month closes to see where your team is at, by then it’s fa...
Preparing for a Sales Presentation: Key Factors to Consider
Canadian Professional Sales Association
The opportunity to pitch to a prospect is huge - you only get one shot to make a great first impression and win their business. Preparation is the key...
Five Qualities of Inspirational Sales Leaders
Canadian Professional Sales Association
Inspirational Sales Leaders can have a dramatic effect on your company’s results. In fact, in one survey, 69% of sales pros who exceeded their annual...
Follow-Up Ideas to Stand Out from the Competition
Canadian Professional Sales Association
Let’s imagine a scenario. You’ve recently had a great interaction with a prospect and now you’re playing the waiting game... You know you need to foll...
December SalesProChat: "7 Deadly Sins of Closing"
Canadian Professional Sales Association, Social Media & Tech Series
In the December 2018 CPSA SalesProChat podcast, we consider lessons from a recent report on the 7 Deadly Sins of Closing - what they are and how ...
October SalesProChat - Networks of World-Class Salespeople
Canadian Professional Sales Association
How to Climb the Ladder to Sales Success with Lee Bartlett When building a network, it pays to work on multiple levels with both short- and ...
What to Consider in Your Sales Compensation Structure
Canadian Professional Sales Association
Devising the right sales compensation structure for your sales team is a delicate balance of competing priorities and demands. Since there are a wide ...
How to Get Your First Job in Sales
Canadian Professional Sales Association
Are you a great communicator? A hard worker who’s driven to succeed? Ambitious and want to feel passionate about your job? Then a career in sales coul...
September SalesProChat - Analysing Sales Readiness
Canadian Professional Sales Association
The Importance of Sales Readiness Diagnostics with Mike Kunkle Sales readiness ensures sales reps and managers are prepared with the competencies...
How to Make Your Email Conversations Stand Out
Canadian Professional Sales Association
Despite the very many different channels of communication available today, email is still the preferred method of communication for the majority of b...
SalesProChat: Putting the Science into Your Sales Efforts
Canadian Professional Sales Association
In the July 2018 CPSA SalesProChat podcast, we'll consider how to put the science into your sales strategy. Our guest is David Hoffeld, CEO and ch...
Creating Buyer Personas
Canadian Professional Sales Association
Buyer personas initially seem like one of those fluffy business concepts that don’t matter very much in the real world. However, nothing could be furt...
How to Align Marketing with Sales
Canadian Professional Sales Association
Sales and marketing are the unruly siblings of the business – they are often together, but they don’t always get along. Many organizations have foster...
SalesProChat Transcript: Managing Millennials and Gen X Sales Pros
Canadian Professional Sales Association
In the May 2018 SalesProChat, we hear from Neil Ryland, Chief Revenue Officer at Peakon. As the company’s chief revenue officer, Neil built teams...
SalesProChat: Managing Multi-Generational Sales Teams
Canadian Professional Sales Association
In the May 2018 SalesProChat, we're going to talk with Neil Ryland, Chief Revenue Officer at Peakon. As the company’s chief revenue officer, Neil buil...
Why Your Team Would Benefit From a Lead Nurturing System
Canadian Professional Sales Association
Lead nurturing is all about building touch points and relationships with individuals who are not currently ready to buy but could lead to a conversion...
What Motivates Millennials? Quotes from Top Business Leaders
Canadian Professional Sales Association
Sales Leadership and Motivating Millennial-Dominated Teams What really motivates Millennials? In support of the upcoming release of the CPSA ebook ca...
Key Components of a Killer Sales Presentation
Canadian Professional Sales Association
The Makeup of a Top Pitch Have you ever been blown away by a great sales presentation? You left feeling inspired, empowered, and that you should defin...
Five Reasons Your Prospects are Avoiding You and How to Improve
Canadian Professional Sales Association
It’s a common problem for all sales professionals – prospects that avoid your attempts to contact them. While it may be common, know that you should n...
Could You Be Doing More to Ensure You Hit Your Sales Quota?
Canadian Professional Sales Association
Hitting your sales quota each quarter is no mean feat. It takes a lot of hard work and talent. But if you’re working flat out and yet consistently fin...
How to Use Multiple Communication Channels to Keep Your Brand Front of Mind
Canadian Professional Sales Association
Consumers and businesses are bombarded with advertisements and sales inquiries. As a result, people have become good at tuning out marketing messages ...
SalesProChat: Succeeding in Sales - Cadences and The Whatever It Takes Attitude
Canadian Professional Sales Association
In the March 2018 SalesProChat, we're going to talk with Gabe Larsen about the strategies and character needed to be an effective seller. Gabe's key f...
Are You Effectively Communicating the Sales Plan to Your Sales Staff?
Canadian Professional Sales Association
Effective communication is a fundamental necessity for success in sales and business in general. And yet, all too often, when you analyse why your ha...
Agreeing the Terms - 5 Things You Need in Your Contracts
Canadian Professional Sales Association
Ah, the all-important contract! While you should certainly have all your contracts and templates drawn up or reviewed by a legal expert, as a sales pr...
What's So Special About the Courses Offered by CPSA?
Canadian Professional Sales Association
CPSA offers sales training courses to both new salespeople and seasoned pros with years of experience in the field. What’s so special about the course...
How to Inspire Your Team To Get More Prospects in Meetings
Canadian Professional Sales Association
Do you find your sales team is a little too over-reliant on the same old list of prospects and customers? Are they getting a bit complacent? Prospecti...
How Digital Asset Management Can Support Your Sales Efforts
Canadian Professional Sales Association
In sales, timing is everything. If your salespeople have the tools and capabilities to respond quickly and in a focused manner, they are much more lik...
Developing Corporate Partnerships to Help You Reach Bigger Audiences
Canadian Professional Sales Association
In the day-to-day management of a sales team you have many roles and responsibilities: you’re designing strategic plans; you’re recruiting, managing a...
The Role of Business Development vs Sales
Canadian Professional Sales Association
Many people, outside of business development and sales, often consider that these roles are synonymous; just different ways of describing the same thi...
PODCAST TRANSCRIPT - Sales Hacks - Retail Sales and Lead Generation
Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show we will consider ways to convert leads and generate more customers. E-commerce accounted for near...
How to Lead Successful Sales Team Meetings
Canadian Professional Sales Association
Be honest; how successful are your sales team meetings? Do they add value and increase your team’s effectiveness or do the vast majority of participan...
How to Develop a First Rate Online Sales Presentation
Canadian Professional Sales Association
Giving a great sales presentation takes a lot of practice and preparation. And as our world has become increasingly digital, online sales presentation...
How Well Do You Understand the Needs of Your Clients?
Canadian Professional Sales Association
Think for a minute: how well do you understand the needs of your clients? We’re not just talking about your USP (Unique Selling Proposition), the reas...
SalesProChat: Selling to the C-Suite
Canadian Professional Sales Association
Selling to the C-Suite can be the smartest way to gain consensus and momentum for a sale. Top-level execs know this. Inevitably, this can mean they ar...
How To Be A More Productive Sales Rep
Canadian Professional Sales Association
There are tried and true steps you can take to become a more productive sales rep. And you can take those steps today! DOWNLOAD PDF
Why Social Selling Is Vital To B2B Sales Strategies
Canadian Professional Sales Association
There’s been some negative press about social selling recently, a complaint being that abandoning outbound sales in favour of social selling and...
How To Sales Team Manages Sales Compensation
Canadian Professional Sales Association
Developing a sales compensation plan which accurately matches rewards and recognition with performance is not easy. It is never a one-size-fits-all so...
Channel Strategy And Creating A Sales Funnel
Canadian Professional Sales Association
The days when a sales team could work with their marketing departments to build lists, send out mass email campaigns, rely on chance meetings at trade...
Do You Actually Know How Your Sales Reps Are Using Their Time?
Canadian Professional Sales Association
As a sales manager, ask yourself this: are you getting the sales growth you need? If the answer is no, you may be frustrated by the way your sal...
Six Critical Selling Skills
Canadian Professional Sales Association
Working in sales is highly competitive and clinching a deal requires a great deal of skill. In North America, only 10% of sales professionals will del...
Why Team Targets Can Get More Results
Canadian Professional Sales Association
Many, if not most, sales roles involve personal KPIs and revenue targets. The reasons for this are numerous - including increased transparency and acc...
Eyes on the Prize: How to Stay Focused and Close the Sale
Canadian Professional Sales Association
Sales professionals face a lot of negativity; regular rejection from prospects, demands from customers, and pressure from leaders to hit targets. All ...
Five Top Tips to Improve Your Sales Planning
Canadian Professional Sales Association
As Benjamin Franklin once said “by failing to prepare, you are preparing to fail”. Planning is a critical part of business success. Today, businesses ...
How Much Easier is it to Retain a Client than Gain a New One?
Canadian Professional Sales Association
If you pour water into a jug with a hole in the bottom, it’s only a matter of time until all of the water leaks out. Even if you are able to continuou...
The Art of Establishing Rapport with Prospects
Canadian Professional Sales Association
With countless new sales tools and technologies, selling is becoming very scientific. However, building relationships will always be a critical part o...
Representing Your Company - What's Your Elevator Pitch?
Canadian Professional Sales Association
Have you ever been caught speechless when someone asks “so, what does your company do”? If you start to break a sweat and fumble over describing featu...
PODCAST TRANSCRIPT - Sales Hacks - Trade Shows: Generating Meetings and Building Strong Leads Ahead and During the Event
Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show, we will talk about how events can be a fantastic lead generating and branding exercise. Discover ...
Effective Communication: Words Better Left Unsaid
Canadian Professional Sales Association
We all know that effective communication skills are imperative to sales success. Saying the right thing at the right time is the key to closing. That ...
Severance Pay and Sales
Canadian Professional Sales Association
Despite the common misconception, severance pay is not the same thing as termination pay. In Canada, Termination pay is given in place of required not...
PODCAST TRANSCRIPT - Sales Hacks - How to Overcome the Disconnect Between Sales and Marketing
Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show, we will discuss why there has historically been a disconnect between the Sales department and the Ma...
How Being a Good Listener Will Make You a Better Salesperson
Canadian Professional Sales Association
For the vast majority of sales pros, talking is easy. Most of us naturally enjoy talking and conversing; it’s in our DNA. And since we’re under so muc...
How To Win The Perfect Sales Job
Canadian Professional Sales Association
If you are looking to win the perfect sales job, the first thing to remember is that not all sales jobs are created equal. To be successful in sales, ...
10 Strategies To Kick-Start B2B Lead Generation
Canadian Professional Sales Association
Quality leads are integral for any B2B sales pro. Today, there are a vast array of strategies you can employ for lead generation, but it can sometimes...
Five Ways to Master the Follow-Up in Sales
Canadian Professional Sales Association
When you were young, your parents likely chased you to clean your room, do the dishes, take out the trash, or do some other household chore. If you ar...
A Simple Formula for High-Impact Peer Coaching
Canadian Professional Sales Association
Coaching is a critical part of success on a personal and company level. Having a mentor and good training is associated with career progression and su...
PODCAST TRANSCRIPT - Sales Hacks - Social Media Strategies for Growing Qualified Leads Part 2
Canadian Professional Sales Association
In this second of a two part Sales Hacks episode, we will explore top tips and amazing social selling strategies which can help salespeople b...
How to Fix an Awful Sales Presentation and Turn it Around!
Canadian Professional Sales Association
It’s every sales pro’s worst nightmare. You’ve worked so hard to get this group of decision makers in a room with you and now...well, it’s all gone wr...
Negotiations: How to Provide a Great Solution to your Client’s Price Objections
Canadian Professional Sales Association
As L’Oreal prepared to launch their brand of hair products in the U.S. in 1971, they faced a pricing problem. Their product was a premium brand; more ...
Why Active Listening is an Essential Sales Tool
Canadian Professional Sales Association
As salespeople, our number one need is to be able to understand our client or prospect’s business pain. Sure, some of this can be ascertained through ...
Top Tips to Improve Your Sales Presentation
Canadian Professional Sales Association
So, you’ve spent weeks researching, qualifying, tracking down and wooing your hot prospect. You’ve finally got them in the room, ready to be wowed... ...
Have You Tried These Sales Follow-Up Strategies?
Canadian Professional Sales Association
Five Ideas to Keep your Prospect Engaged Sometimes prospects have a need or desire for your product, but, for whatever reason, now is not the right ti...
Are You Negotiating with the Right Person?
Canadian Professional Sales Association
Failing to figure out the path to closing a deal in advance, including who exactly you should be negotiating with, can cause roadblocks and wasted sal...
PODCAST TRANSCRIPT - Sales Hacks - Social Media Strategies for Growing Qualified Leads Part 1
Canadian Professional Sales Association
In the latest episode of the CPSA Sales Hacks show, we will explore top tips and amazing social selling strategies which can help salespeople ...
Sales Tips - Ten Ways to Close
Canadian Professional Sales Association
Many factors go into closing a deal. Here are ten tips for closing that are essential to any negotiation: 1. Be Genuine Listen first to what your clie...
The Elements of a Winning Sales Presentation
Canadian Professional Sales Association
So your clever sales and marketing funnel process had led to a meeting in the book with a client who'll be expecting to see a stellar presentation. So...
Sales Compensation Podcast - How Do You Develop Top Sales Performers?
Canadian Professional Sales Association
In this episode of the CPSA Sales Compensation show, we'll discuss tactics and strategies to develop top sales talent. Our guest is David Johnston. D...
Creating a Profile of Your Ideal Customer
Canadian Professional Sales Association
No one has time to chase leads that aren’t going anywhere. That’s why figuring out the profile of your ideal customer is critical to prospecting and f...
Why Being a Good Listener Will Make You a Better Salesperson
Canadian Professional Sales Association
When speaking with a prospective client, it can be tempting to pitch your product or service to them right away to gauge their interest. But lik...
How to Be a Top Sales Negotiator
Canadian Professional Sales Association
The negotiation; while most people do not enjoy the back-and-forth process of coming to an agreement, there’s no doubt that some people are very...
PODCAST TRANSCRIPT - Sales Hacks - Killer Lead Generation Strategies For Sales Pros
Canadian Professional Sales Association
In this episode of the CPSA Sales show will consider top strategies and tactics to generate leads for SMBs. Our guest is Patti Pokorchak, Sales...
3 Tips For Isolating and Solving Your Struggles in Sales
Canadian Professional Sales Association
Are you struggling to make quota each month? Do you feel like you’re working 24/7 and yet not reaping the rewards? Sometimes, half the problem with tr...
PODCAST TRANSCRIPT - Sales Hacks - How to Build A Sales Funnel and Harvest Leads
Canadian Professional Sales Association
In the first episode of the new CPSA Sales Hacks podcast series, we will investigate the differences between hunting and farming in sales, when e...
Try These Powerful Tools To Boost Sales Productivity
Canadian Professional Sales Association
Updating your sales toolbox to include powerful applications, programs, and software designed to help you get more sales, use time more efficiently, a...
Must-Have Prospecting Tools for Every Sales Person
Canadian Professional Sales Association
To be successful in sales takes hard work, resilience, drive and ability. There’s long hours and a relentless barrage of “No” before you get to that a...
Key Follow-Up Strategies to Keep your Prospect Engaged
Canadian Professional Sales Association
An effective follow-up is a key element of the sales process, but all too often salespeople lose the attention of their prospects after the initial pi...
How to Negotiate with Different Personality Types
Canadian Professional Sales Association
As a sales pro, it’s important to continue to hone your negotiation skills throughout your career. Importantly, you must be flexible and can’t stick t...
7 Myths of Managing a Sales Team
Canadian Professional Sales Association
When you think if a lawyer, a banker, and a doctor, you probably picture a certain type of person for each. There are stereotypes about every professi...
Improve Your Closing Rate: 5 Sales Emailing Tips
Canadian Professional Sales Association
Email has become ubiquitous – it’s the primary communication channel for business, which also makes it the noisiest. Sales professionals constantly ne...
Hitting Sales Targets: What Constitutes a Successful Week?
Canadian Professional Sales Association
What does a successful week in a sales job look like? What are the targets and KPIs you should be meeting and exceeding on a regular basis to grow lea...
3 Tips to Overcome Follow- Up Fear
Canadian Professional Sales Association
No one likes rejection. When we have heard no once, we are even more reluctant to ask again for fear of being annoying, pushy, or ignorant. That’s why...
3 Key Ways to Get Past the Gatekeeper and Close the Sale!
Canadian Professional Sales Association
There are many theories and models how to optimize your sales funnel, score your prospects so that they can be passed to sales when they are “sales re...
Why The Consultative Selling Approach Works
Canadian Professional Sales Association
Consultative selling has been around since the 1970s and is “needs-based” selling. Essentially it involves a salesperson uses questioning techniques t...
Top Tips For Developing Strategic Partnerships
Canadian Professional Sales Association
When done correctly, a network of strategic business partners can mean a boon to leads and sales revenue. Carefully selected and vetted brands, referr...
How to Take Sales Rejection in a Professional Manner
Canadian Professional Sales Association
For a sales pro, “No” is not only a word you hear frequently but it’s also one that carries the heavy weight of lost opportunities in a competitive en...
SalesProChat Transcription: Why Networking and Personal Relationships Still Matter
Canadian Professional Sales Association
In a world where social selling seems to dominate sales efforts, is there still a place for in-person networking and building personal relationships? ...
SalesProChat: Why Networking and Personal Relationships Still Matter
Canadian Professional Sales Association
In a world where social selling seems to dominate sales efforts, is there still a place for in-person networking and building personal relationships? ...
How to Stop Procrastinating and Make Every Minute Count Towards Hitting Sales Goals
Canadian Professional Sales Association
Stop Procrastinating! This is certainly a call to arms we’ve all yelled at ourselves at one time or another. Certainly, procrastination is a part of h...
Tips to Develop and Grow a High-Performing Sales Team
Canadian Professional Sales Association
When you have an amazing experience at a restaurant, you may not even notice all of the components that come together to build this feeling. You know ...
15 Must-Read Sales Blogs
Canadian Professional Sales Association
Staying up-to-date with the latest trends, techniques and tools for sales is crucial. The selling landscape is constantly shifting and if you don’t st...
How to Develop an Effective Account Management Strategy
Canadian Professional Sales Association
So you’ve built your business to the level where you have a few important strategic customers. These clients have started to trust you, and you think ...
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