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Showing Results For: Training & Resources
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Objection Handling and Strategies Buyers Use to Cut the Price
Canadian Professional Sales Association
Price objections are often the stumbling block of negotiations. Savvy buyers want to secure the best possible deal and know that the nearer a deal is ...
Going that Extra Mile - Sales and Tailoring Solutions
Canadian Professional Sales Association
Throughout the buying journey new questions will arise and different opportunities will present themselves to demonstrate your expertise and...
How AI is Opening New Routes to Market
Canadian Professional Sales Association
What’s your product’s route to market? We’re guessing that for many sales managers, your route to market is something that you’ve taken as a given fo...
Why Relationships Matter - The Importance of Nurturing Relationships
Canadian Professional Sales Association
If you’re in sales, one might think that you’re in the business of a specific product or service. But in reality, you’re in the business of people. ...
Improving Morale in the Sales Department
Canadian Professional Sales Association
Low levels of morale in the sales department can harm productivity and cut potential profits. So how can leaders of sales professionals ensure that th...
Aligning Incentives with Sales Targets
Canadian Professional Sales Association
Targets are at the core of the sales profession. More than any other role in a company, sales performance is directed by, and measured through, achiev...
Getting Buy-In For Sales Training
Canadian Professional Sales Association
Your salespeople are essential to the success of your business. They need to be experts in areas such as prospecting, relationship building, needs an...
Tips to Attract Top Sales Talent on a Limited Budget
Canadian Professional Sales Association
For a small business, hiring top sales talent is a must if you want to grow your revenue and market share. Attracting the best salespeople often come...
Collaboration-Focused Tech That's Changing How Teams Sell
Canadian Professional Sales Association
Team selling is no longer a dirty term, in fact it’s an integral part of account-based selling. While salespeople have traditionally avoided co...
The Five Most Common Social Selling Mistakes
Canadian Professional Sales Association
Social selling is an important strategy for the modern sales professional. A LinkedIn case study showed that “engaged social sellers gener...
What's Hot in Sales Technology?
Canadian Professional Sales Association
Today, sales technology plays a critical role in closing deals. In fact, LinkedIn’s the State of Sales Report found 97% of sales professionals r...
It's Not About Making a Fast Buck. Why Relationships Matter
Canadian Professional Sales Association
As sales technology becomes more and more prevalent in sales, the role of the salesperson is changing. With the increasing automation of manual proces...
Generation Z and Sales
Canadian Professional Sales Association
Sales: The Next Generation (These Are The Voyages of the Gen Z Sales Pros) Want to feel really old? Those young kids you keep referring to with the bl...
How to Build a Winning Sales Compensation Structure
Canadian Professional Sales Association
Recruiting, retaining and developing your best salespeople should be every sales leader’s goal. This is no trifling matter. Your sales team can be th...
How to Assess the Success of Your Sales Team Leader
Canadian Professional Sales Association
A good sales team lead spends a great deal of time actively monitoring and tracking the success of their sales team using a variety of KPIs. But when ...
Robots v Humans: Social Selling Strategy in 2020
Canadian Professional Sales Association
Once considered a new frontier in sales, today social selling is firmly part of the sales landscape. 78% of social sellers outsell sales pros who don...
Top Sales Pitching Tech in 2019
Canadian Professional Sales Association
The impact of technology on modern sales is so significant that it touches every part of the sales funnel. The sales presentation is no exception. Do ...
What Does Your Company's Brand Really Stand For and How Does it Impact How You Sell?
Canadian Professional Sales Association
Do you know what your company’s brand stands for? As a sales professional, you may not consider your company’s brand too much. Branding, t...
10 Closing Phrases To Seal a Sales Deal
Canadian Professional Sales Association
When it comes to the best way to seal a sales deal, so much depends on the prospect: details of their personality, their situation and their...
Components of a Winning Lead Follow Up System
Canadian Professional Sales Association
Did you know that as many as 50% of inbound leads are never contacted by a salesperson? And even for those that do receive a follow up the outlook is...
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...
Which College/University Programs Can help you Build a Strong Career in Sales?
Canadian Professional Sales Association
While there are many characteristics that make a person well-suited for a career in sales - for example, a natural talent for negotiation, strong int...
Listen Up! Letting Prospects Lead the Sales Conversation
Canadian Professional Sales Association
Let’s face it, talking too much is a problem among some sales pros. When you finally get the ear of a hot prospect, it’s natural to want to seize the...
How to Attract Top Sales Talent on a Limited Budget
Canadian Professional Sales Association
With the primary focus of the sales team being the company’s bottom line, it’s no wonder sales leaders may want to keep hiring costs low. But if onl...
The Hidden Sales Skills You Learned in School
Canadian Professional Sales Association
What kind of student were you? Whether you were an As across the board type kid or a B (and sometimes C) student, it’s likely you learned a lot of sa...
How to Motivate a Sales Team with Low Morale
Canadian Professional Sales Association
You may have seen the signs before - rumors and gossip, a general apathy towards work, people showing up late or missing work, declining results… Thes...
The Sales Managers Guide To Sales Training
Canadian Professional Sales Association
If you’re a sales manager looking to provide professional sales training for your team, we’ve put together a guide to get you started. Get ready to ex...
Habits of Improving Telephone Prospecting Success
Canadian Professional Sales Association
With all of the hype around social selling, AI, and lead generation, it is easy to overlook the old-standby method – the telephone. When us...
How to Inspire and Invigorate Your Team with Sales Training
Canadian Professional Sales Association
Most people wouldn’t associate corporate training with feelings of “inspiration” or “invigoration”; they are known more for dim meeting rooms, dry spe...
How top Sales Teams Manage Compensation
Canadian Professional Sales Association
Developing a sales compensation plan which accurately matches rewards and recognition with performance is not easy. It is never one-size-fits-all solu...
Should I Outsource My Sales Training?
Canadian Professional Sales Association
Sometimes, choosing to outsource your sales training can achieve huge results. Sure, it's an extra investment but can be one which offers big ROI. He...
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...
How Sales Training Is Evolving
Canadian Professional Sales Association
Download this whitepaper to understand how sales training is evolving with the industry and how you can benefit! DOWNLOAD PDF
Top Tips to Increase Your Sales Team's Effectiveness
Canadian Professional Sales Association
It’s both an exciting and a challenging time for any sales team. Not only has the sales industry changed drastically, but it continues to grow, expand...
5 Ways to Kickstart Your Sales Career
Canadian Professional Sales Association
No doubt, sales is a tough field to succeed in. Many new sales reps just don’t have what it takes to meet their sales targets. But if you do wel...
5 Reasons to Prioritize Sales Coaching
Canadian Professional Sales Association
Many companies underestimate the true value of practices such as sales training and coaching. They think of training strictly in terms of the instruct...
GUEST CONTRIBUTION: Swim, Don’t Sink: Four Reasons Why a CSP Certification is Invaluable for Your Business
Chris Pedersen, CSP, CCMC
For a long time, professional sales was a sink-or-swim business. Unlike accounting, medicine, law or engineering, the field lacked standardized traini...
3 Things Your Sales Team Can Learn from Sales Training
Canadian Professional Sales Association
Working in sales is much harder than many people give it credit for. While those who don’t work in sales might picture a script and a steady rotation ...
Why Is Ongoing Sales Training Important?
Canadian Professional Sales Association
If you were to look for similarities between some of the most successful sales teams operating today, you’d notice that ongoing sales training is a pa...
Why You Should Invest in Professional Sales Training
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...
7 Reasons Sales Training Is An Essential Investment
CANADIAN PROFESSIONAL SALES ASSOCIATION
Looking for ways to improve your sales team and make selling more efficient and effective is a key part of the growth of any company. However, attain...
5 Ways You’ll Benefit From Professional Sales Training
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 complex...
Reduce Your Training Costs With These 8 Tips
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...
E-BOOK: Improve Your Business – Begin Your Journey to the Cloud
Salesforce
Improve Your Business – Begin Your Journey to the Cloud Whether you’re looking to move to the cloud gradually, all at once, or just want ...
Sales Training Process: Do You Have A Plan?
Mark Hunter
A sales training process starts first with a plan. If your sales training does not follow a process, then your training is destined to not have...
Certified Sales Professional (CSP) Spotlight: Rick Luxton
The Canadian Professional Sales Association
Rick Luxton, CSP has been in sales for the past 28 years. He has been working for Robert Bosch for the past 9 years as a District Sales Manager...
Certified Sales Professional (CSP) Spotlight: Lawrence Robinson
The Canadian Professional Sales Association
Meet Lawrence Robinson, CSP of AGFA, who earned his Certified Sales Professional designation and used it to change the corporate culture withi...
How to Choose the Right Sales Training Program for your Team
Canadian Professional Sales Association
By now, you probably have Googled and found out there are a plethora of options, everything from the large sales training company down to the lone pr...
Sales are Only as Strong as the Sales Team: The Value of Sales Training and Coaching
Rick Conlow and Doug Watsabaugh
Are sales training and coaching really necessary? Regardless of the type of business you are in, the idea is to move product – get equipment in...
Sales Simulations: Maximizing your company’s performance
Lucie Grys
It’s no secret that sales managers and sales professionals benefit from real-life training scenarios in which they must confront and manage pot...
Diamonds in the Rough: How to Polish the Next Generation of Sales Professionals
Jeffrey Reed
When it comes to company assets, top sales professionals are prized jewels in the organization’s treasury, to be guarded well (and given the oc...
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Top Tips to Increase Your Sales Team's Effectiveness
Canadian Professional Sales Association
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Canadian Professional Sales Association
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Canadian Professional Sales Association
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Canadian Professional Sales Association
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Canadian Professional Sales Association
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Canadian Professional Sales Association
Good Questioning Skills
Canadian Professional Sales Association
Sales Value Quantification
Canadian Professional Sales Association
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