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The Decoy Effect
Ben Wise & Darren Chiu, CAPTIVATE
We like to think we're rational decision-makers, carefully weighing costs and benefits. But what if our choices are easily swayed by the mere pre...
The Pratfall Effect
Ben Wise & Darren Chiu, CAPTIVATE
"To err is human" – we've all heard the saying. But what if those errors could actually boost your influence? Today, we're diving into t...
The Effort Heuristic
Ben Wise & Darren Chiu, CAPTIVATE
Have you ever noticed how a hand-knitted scarf feels warmer than a mass-produced one, or how a home-cooked meal seems tastier than takeout? This is ...
Sales Industry Trends and Challenges
Nancy Dewar, CSP, Director of Professional Development, CPSA
In 2024, Salespeople find themselves in a rapidly evolving sales landscape driven by new technologies, changing customer behaviours and emerging marke...
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...
Key Steps to Strengthen Your Sales Team
Shawn Casemore
Early in my career as a sales leader, I inherited a small sales team. The team consisted of 12 individuals living and working in different parts of th...
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...
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 ...
The Basics of Client Management
Written By: Chris Penner, Jelly Academy
When it comes to managing clients, there are a few key things to have in your toolbelt. These tools apply to managing clients in a variet...
Webinaire: Mettez tout en place pour réussir vos négociations !
Christine Bergeron, MBA, Adm.A, CQPA, CSL
Des négociations efficaces ne commencent pas juste avant de conclure l'affaire. Ils commencent dès la première rencontre. Ce webi...
Webinar: Close More Business in a Down Economy
Shawn Casemore, CPSA
Are you finding it difficult to close new business? Struggling to create some predictability in your sales revenue, riding a rollercoaster of peaks an...
10 Rules of Social Media Engagement From a Sales Perspective
Written By: Sydney Vardja, Jelly Academy
Author and facilitator of Jelly Academy’s B2B Sales Specialist course, Shane Gibson, co-wrote a book called Sociable in 2009. The book focused on how ...
Strategies for Growing Qualified Leads with Social Media
Canadian Professional Sales Association
One of the most important factors in successfully growing qualified leads through social media is to choose the right channels. Start by unders...
Good Questioning Skills
Canadian Professional Sales Association
Are you asking your clients the right questions? Great questioning skills combined with good intent ensures you develop a positive and long lasting cl...
VIDEO: Nail Your Next Presentation: In-person or online
Joseph Spitale - Nail It Public Speaking
It’s a challenge to understand appropriate and effective ways of communicating in online sales meetings while some have returned to the office, ...
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 ...
VIDEO:Accredited Partner Virtual Workshop: Prospecting: Get it done! with Teneo Results
Lisa Leitch, Teneo Results
Filling your pipeline always takes grit. As we prepare for 2023, this will be no exception! Learn how to do this in a productive, motivating and even ...
Action Oriented Sales: 5 Strategies to Unleash a Growth Mindset
Shawn Casemore, CPSA
Are you repeatedly missing sales opportunities and losing prospects to action-oriented sales teams? Or, as a motivated salesperson, do you strugg...
5 C QUESTIONING TECHNIQUE
Canadian Professional Sales Association
This questioning tool will help you to develop a series of 5C Questions, so you can have a deeper consultative conversation with a key account.DOWNLOA...
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 ...
VIDEO: Accredited Partner Webinar: How to Design a Sales Compensation Plan that Works!
Frederic Lucas, Prima Ressource
Sales compensation is a topic that can create some real headaches for leaders trying to grow their business. Most plans are complex, not understandabl...
VIDEO: Give, Get, Gain with Teneo Results- Is your Sales Team Comfortable Discussing Money?
Lisa Leitch, Teneo Results
Watch this Give, Get, Gain session on focused on, "Becoming Comfortable Discussing Money" Give: Give your insights on how you and your sale...
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 ...
VIDEO: Accredited Partner Webinar: How to Build a Strong Value Proposition to win more Sales
Agnes Lan, P.Eng., MBA, Change Connect
You might have the best product or service in the world, but, if you cannot communicate how your product or service will be of value to your potential...
Accredited Partner Resource: How to Create Urgency and Close Faster
Agnes Lan, P.Eng., MBA, Change Connect
Does this scenario ring a bell? You have been working closely with a prospect for longer than normal. They are engaged, interested, and yet alw...
CPSA Webinar Recording: How to Connect with Key Decision-Makers
Shawn Casemore
It has never been more challenging to connect with key decision-makers with new factors such as working from home, limits to in-office visitors, and a...
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...
5 Social Media Tips for Sales People
Matthew Cook
Sales people are always struggling to generate leads, to prospect, to learn more about their potential buyers, to make contact, and to establish relat...
Supporting Canadian businesses through 2022’s supply chain challenges
Benefits Partner Resource: UPS
As we begin to recover from COVID-19’s impacts on the global economy, inventory shortages and delivery delays continue to negatively affect the supply...
Accredited Partner Resource: Is Your Value Proposition Strong Enough
Agnes Lan, P.Eng., MBA, Change Connect
You might have the best product or service in the world, but, if you cannot communicate how your product or service will be of value to your potential...
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 ...
How to Establish Rapid Rapport with Prospects (especially online)
Shawn Casemore, CPSA
Whether you are new to sales, or a seasoned veteran, the ability to establish rapid rapport with prospects is the most important skill to closing more...
Develop Your Skill Set: Top Skills That Will Increase Your Sales Performance
Canadian Professional Sales Association
Achieving your sales quota is no easy feat. We all know that it takes a great deal of hard work, long hours and dedication. It can become disheartenin...
VIDEO: CPSA Mini Mastery Course: Get Confident Being Consultative
Canadian Professional Sales Association
Do you feel confident that you know the root cause of your customer’s problems? Do you know what their current state is, what their desired state is, ...
VIDEO: Panel Webinar: Reshaping Sales - Closing the Gap and Empowering Women
Canadian Professional Sales Association
According to a 2019 LinkedIn report, women represent 39% of the workforce in sales. This percentage has only increased by 3% over the past decade. No...
The Unfinished Journey
Ben Wise & Darren Chiu, CAPTIVATE
Want to learn how to keep someone hooked and guide their actions?Have you ever had a song stuck in your head for days? Oddly enough, the best remedy i...
The Top 4 Results of Poor Staff Onboarding
Agnes Lan, P.Eng., MBA, Change Connect
Your sales onboarding process has a huge impact on the efficiency of your newly hired sales representatives. A proper and well-structured onboard...
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...
VIDEO: The Winning Sales Playbook for Sales Leaders
Mark Cox, In the Funnel
Top-performing sales professionals cannot succeed if the company’s sales plan is flawed. Without question, the capabilities of your sales team are cri...
The Importance of Building Rapport in a Collaborative Business Relationship
Agnes Lan, P.Eng., MBA, Change Connect
This article, authored by CPSA Accredited Partner, Change Connect will help you understand why rapport building is the base of a harmonious and u...
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Latest Resources
The Decoy Effect
Ben Wise & Darren Chiu, CAPTIVATE
The Pratfall Effect
Ben Wise & Darren Chiu, CAPTIVATE
The Effort Heuristic
Ben Wise & Darren Chiu, CAPTIVATE
Sales Industry Trends and Challenges
Nancy Dewar, CSP, Director of Professional Development, CPSA
Most Popular
Top Tips to Increase Your Sales Team's Effectiveness
Canadian Professional Sales Association
How to Sell to Anti-Social Leads
Canadian Professional Sales Association
Key Findings from the CPSA Compensation Reports
Canadian Professional Sales Association
5 Characteristics of Successful Salespeople
Canadian Professional Sales Association
Recommended Resources
The Difference Between Loyalty and Retention
Canadian Professional Sales Association
How to Negotiate with Different Personality Types
Canadian Professional Sales Association
Key Follow-Up Strategies to Keep your Prospect Engaged
Canadian Professional Sales Association
Must-Have Prospecting Tools for Every Sales Person
Canadian Professional Sales Association
5 Ways You Can Benefit from Sales Training
Canadian Professional Sales Association
Using the 3x3x3 Method to Learn About Your Prospects
Canadian Professional Sales Association
Good Questioning Skills
Canadian Professional Sales Association
Sales Value Quantification
Canadian Professional Sales Association
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