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CPSA Accredited Partner Webinar Recording: Make Storytelling Part of your Sales Process
Christi Scarrow, Lighthouse9
In today's world, where attention spans are short and competition is fierce, storytelling has become an essential tool for sales professionals who wan...
Meeting In a Box: Sales Process Technology- Implementing Social Media
Canadian Professional Sales Association
Everyone in sales is talking about using social media to close deals. Social selling is an established approach to selling that allows salespeople to ...
PDU BUNDLE: Sales Process Technology
Canadian Professional Sales Association
As the holder of a professional sales designation, you are required to meet the annual Professional Development Units (PDU) requirement. This pr...
How to Develop Your Sales Process in 7 Essential Steps
Canadian Professional Sales Associations
No matter what you’re selling, every sale generally follows the same pattern. Watch this week's episode of CPSA's Sales Success Clinic to learn the es...
5 Easy Things You Can Do to Improve Your Sales Process
Rhys Metler, SalesForce Search
There’s no doubt that having a clear, consistent, and well-defined sales process is critical to success in sales. Your sales people need a pr...
5 Signs You Need to Update Your Sales Process
Matthew Cook
Each organization’s sales team will have a unique defined sales process that it leans on in order prospect, nurture, and close deals successfull...
Choosing Your Sales Process Instead of the Buyers Process
S. Anthony Iannarino
Mistakenly, some salespeople (and sales organizations) believe that their buyer’s process is actually their sales process. Nothing could be fur...
6 Ways your Sales Process can Break Down if Left Unchecked
Sharlene Fernandes, Professional Development Manager, CPSA
We’ve all heard the sales gurus echo the importance of defining a solid sales process across an entire organization. However, simply having a s...
Who Else Wants A Winning Sales Process?
Don Dalrymple
There used to be this ivory tower mentality in sales organizations and their respective sales processes. All these sales methodologies developed in t...
How can I make my sales people more ready to accept changes to the sales process?
The Canadian Professional Sales Association
It’s only natural that as a company evolves, so does its sales process. In order to keep growing, these changes are necessary and will take the...
Habits of Top Sellers – Using E-Mail to Advance the Sales Process
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...
Simplifying the Sales Process for the Rep
Don Haberman
During my 34 years as a rep in the gift industry, I have found it interesting to listen to manufacturers discuss their relationships with reps. Altho...
How a Proven Sales Process Stops the Confusion and Reaps the Rewards
Leanne Hoagland-Smith
Confusion abounds in business from who is the best person to hire to where should I place my limited resources of time, energy, emotions and dollars...
Top 10 Signs Your Sales Team Needs a Sales Process
Saman Haqqi
10 - You think sales process is defining sales cycle phases/stages only 9 - Salespeople spend too much time selling to the wrong title ...
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 ...
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...
2 Best Practices To Strengthen Your Sales Funnel
Alen Mayer
The best practices for keeping a robust and active sales funnel have been discussed by every sales leader from Dale Carnegie to Zig Ziglar. Many of th...
Ten Crucial Business Lessons You Can’t Afford To Learn the Hard Way
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 prices. If you’re ...
Don't use Features & Benefits
Allen Majer
Instead of naming features and benefits of your product and service, why wouldn’t you start with asking questions? You need to find out your cli...
This Same Deal Over and Over Again
Anthony Iannarino
This deal was on your pipeline report last quarter. It was in the same stage at that time, too. The only thing that has changed is that you’ve h...
Sales Hack #6: Click Funnels / Unbounce
Shane Gibson
What is it? Click Funnels and Unbounce are two tools I am familiar with. There are many others but I can with confidence endorse these two. Click Funn...
Poor Sales Performer? Stop Measuring Sales
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
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 killers of sales motivation ...
5 Things to Do If Summer Sales Are Slow
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 ...
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 ...
What is the difference between B2B and B2C sales?
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
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 talking abo...
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...
Strategies: How Long Do You Keep A New Salesperson?
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
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...
Are You Making These Serious Sales Assumptions?
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?
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
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?
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
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
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...
How do I choose the right sales quota for my team?
The Canadian Professional Sales Association
Calculating an appropriate, achievable and stimulating sales quota for your team can be a difficult process. By mobilizing yourself with the right in...
Avoiding Price Objection
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...
Sales 3.0 - Performance Management
The Canadian Professional Sales Association
Effective sales performance management is a critical initiative which aims to drive sales and reduce operational costs. Sales performance management ...
What can I do to become more qualified in the sales industry?
The Canadian Professional Sales Association
Whether you're an experienced sales professional looking to take your career to the next level, or new to the sales field, there is a variety of ways...
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 Your Selling Technique Destroying Sales?
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...
How to Plan Your Sales Week
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
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 ...
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...
Three Blazing Hot Tips to Boost Your Sales this Summer
Tibor Shanto
At this time of year, a lot of sales professionals shift into summer mode: the down time before the sprint to the finish line between Labour Day and ...
How can I source CRM software?
The Canadian Professional Sales Association
The CRM system that you end up choosing will really depend on your sales process, your internal structure, your current computer systems, and your bu...
3 Inefficiencies that Hinder your Sales Opportunities
The Canadian Professional Sales Association
In sales, time is very often money. That’s why you regularly see Dickie Dee ice cream truck drivers, food vendors at hockey games, and even SunLife i...
Don’t Drop the Ball on Current Accounts During High Turnover
The Canadian Professional Sales Association
6 Ways to Maintain Sales Continuity with Current Accounts during Periods of High Turnover There is a large difference between a sales team that behav...
In Selling Who Has the Most Power?
Tom French
When a prospect becomes a customer, a fascinating dynamic occurs. The person on the buying side moves from being in charge of the situation to becomi...
Buyers Want a Shorter Buying Decision Cycle
Sharon Drew Morgan
Why do you think buyers take so long to decide? Do you really think they want to take that long? Think of a decision you had to make with one of your...
Cold to Gold: Getting the Most from Cold Call Set Meetings
John Doerr
"Like King Midas, as I was told, everything he touched turned to gold." --Joseph Simmons and Daryl McDaniels “If I could just get a meeting w...
The Ten Commandments For Shortening Your Sales Cycle (Over Time)
John Doerr
"It usually takes a long time to find a shorter way." --Anonymous I spend a good percentage of my time selling. I also teach selling to professiona...
One Good Funnel Leads to Another
Adrian Davis
Historically, there has been a divide between sales and marketing. Very few companies have their sales and marketing teams working together seamlessl...
The 7 Critical Components of the Purposeful Sales Conversation
Lisa Leitch
Are you still trying to talk your way through each one? If you're like most salespeople, you conduct sales presentations and meetings. Yo...
Will your Sales Approach survive today’s Sales & Marketing Revolution?
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...
Developing an Effective CRM System Scorecard
Sam Miller
One of the most widely recognized strategies that are being implemented in every company is the CRM system. Customer relationship management or CRM ...
Never Give Up … FOLLOW UP!
Judy Garmaise
While most business professionals know that follow-up is important, the fact is that very few are masterful at the art of it. Sure, they may leave on...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - How to Get Through the Screening Process When Applying to a Sales Role in a Large Organisation
Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of the screening process for salespeople in l...
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...
PODCAST TRANSCRIPT: SalesProChat, "Improving the Negotiation Process"
Canadian Professional Sales Association, Social Media & Tech Series
Listen to the podcast here. In the May 2017 SalesProChat podcast, we look into what goes into successful negotiations and how to improve your skills. ...
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...
3-Step Process for Improving Sales Performance
Anne Babej, CPSA
Today’s organizations recognize the value of their employees as significant resources. Some say an organization’s people are the onl...
The Sales Interview Process (Part 1)
The Canadian Professional Sales Association
As a sales manager, you’ve reached the stage where you have winnowed out some additional candidates either through assessment testing and telephone s...
How to Create the Ultimate Sales Message - The OEB Process
Jim Domanski
How effective is your sales message? Chances are it might not be as scintillating as you might think. Many buyers complain that sales reps fail to pr...
Do You Have A Structured Onboarding Process For Your New Sales Representatives?
Robert Weese
Fortune 500 companies have a structured onboarding process which every new salesperson follows. The plan lays out detailed timelines and benchmarks, ...
VIDEO: Accredited Partner Webinar: Unleashing Efficiency with AI-driven Best Practices
Agnes Lan, P.Eng., MBA, Change Connect
Discover how AI revolutionizes traditional sales approaches, optimizing efficiency and unlocking unprecedented insights. Uncover the landscape of AI a...
The Art of Asking Questions: A Sales Perspective
Written By: Sydney Vardja, Jelly Academy
Shane Gibson is the author and facilitator of Jelly Academy’s B2B Sales Specialist Program. In his humble opinion, “The art of asking questions,” is t...
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 ...
Webinar - Your Unstoppable Sales Team: Elevate Performance, Win More Business and Retain Top Performers
Shawn Casemore
Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apa...
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 ...
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...
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 ...
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...
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...
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...
VIDEO: Thriving through Change: The Future of Sales
David Jeffrey, Salesforce
Between COVID-19 and major disruptions in Supply chains globally, B2B buying behavior has grown more unpredictable than ever before. Changes to trends...
VIDEO: Proactive Prospecting -Turning an Interruption to a Conversation
Tibor Shanto - Renbor Sales Solutions
Nothing happens until there is a sale, but there are no sales until we prospect. In the folllowing webinar, we'll cover what has changed and what has ...
VIDEO: Band-Aid or Surgery - "Which one do you need"
Earl Roberston, Quota® INTERNATIONAL.
Our world of sales continues to evolve. What has been traditionally focused on building client relationships has evolved into partnerships that requir...
3 Steps to Build Trusting Business Relationships in 2022
Emeline Gleitz, Prima Ressource
This article from CPSA Accredited Partner, Prima Ressource, will provide you with 3 surefire ways to help you build and nutrure trusting business rela...
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 ...
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. ...
What is Predictive Sales Analytics and How Can it Help My Sales Team?
Canadian Professional Sales Association
The flood of big data into business has brought new ways for sales and marketing teams to collaborate and add value to each other’s work. Pre...
CPSA Webinar: CPSA Webinar Selling and Succeeding in Turbulent Economic Times
Canadian Professional Sales Association
This webinar, hosted by Shane Gibson will give attendees the tools, insight and strategies needed to respond to today’s marketplace conditions...
Virtual Training Session: Leveraging Your Team to Sell More
Canadian Professional Sales Association
Since nobody works alone in sales, do you know who you can rely on externally and internally to help enable your sales success? This session will hel...
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...
CPSA Accredited Partner Webinar: How to Write Sales Emails That Really, Really Work
Canadian Professional Sales Association
Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails ...
Meeting in a Box - PROFESSIONAL SALES CONDUCT HANDBOOK – WEEK 3
Canadian Professional Sales Association
WEEK 3 Introduction: The importance of personal branding in sales Today’s top salespeople don’t rely on acting like gatekeepers during the ...
Sandler Training Ebook: Four Best Practices for Salespeople that Turn Emails into Phone Discussions
Sandler Tranining
How do we respond in a way that moves the sales process forward?These days, our first contact with a potential buyer may not be in a face to face sett...
Technology helps sales teams' performance
Prima Ressource
In 2019, we are all connected, even connected! We spend a very large part of our day with a mobile device in the hand or on a computer, and the bounda...
Sales Prospecting – Excuses or Excitement?
Teneo Results, Lisa Leitch, CSP2
There is something that every sales professional has to do – love it or hate it.Prospecting.You have a choice – are you committed to prospecting each ...
CPSA Webinar: An Intro to Quota CHARISMA: The Essentials of Being a "Likeable" Sales Professional
Canadian Professional Sales Association
“All things being equal…people buy from people they like!” Regardless of industry, tangible vs. intangible product or service, clients buy from p...
Meeting in a Box - Mastering the Follow-Up, Week 3: Personalizing your Follow-Up
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...
Meeting in a Box - Building and Nurturing Relationships, Week 1: Why Relationships Matter
Canadian Professional Sales Association
If you’re in sales, you might think that you’re in the business of a specific product or service. But in reality, you’re in the business of people. Wh...
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...
INTERVIEW: Recruitment & Talent, “Interview with John Hirth - Hiring Right: Characteristics To Look For When Hiring A Salesperson”
Canadian Professional Sales Association, Social Media & Tech Series
In this CPSA Recruitment and Talent podcast, we’ll talk about “hiring right” and the characteristics to look for when hiring the right salespeople. Ou...
INTERVIEW: Educating and Training Sales-Focused Professionals with Nicholas Crowe
Canadian Professional Sales Association, Social Media & Tech Series
Nicholas Crowe, Director Professional Development at the Canadian Professional Sales Association was recently interviewed on the HRchat podc...
PODCAST TRANSCRIPT: SalesProChat, "Understanding the CPSA's Sales Compensation Report"
Canadian Professional Sales Association, Social Media & Tech Series
Like your non-sales colleagues, your success depends on your performance, but unlike them, so does your compensation. That's why it's so important to ...
10 Top Marketing and Sales Blogs
Canadian Professional Sales Association
Looking for inspiration to help you be the best salesperson you can be? You’ve come to the right place. Here’s our list of ten impressive sales and ma...
Sign Here. Tips to Complete the Sale
Canadian Professional Sales Association
Always be closing. The saying has long been in sales but it doesn’t necessarily give much insight into how the objective is actually achieved! In fac...
Five Mistakes Made in Client Meetings
Canadian Professional Sales Association
Congratulations! You’ve secured an important meeting with a hot new prospect. This may be your one and only chance to make a big impact, and you cert...
How AI is Impacting Sales Presentations
Canadian Professional Sales Association
The impact of artificial intelligence on modern sales is so significant that it is impacting every part of the sales funnel. The actual sales present...
Transforming Your Company’s Sales Efforts
Canadian Professional Sales Association, Social Media & Tech Series
In today’s fast-paced information-driven economy, your first line of sales differentiation from your competitors is you, the sales person. This ...
Breaking the B2B Barrier: How to Begin Real Dialogue with Prospects
Canadian Professional Sales Association
Sales used to be a very different profession. It involved cold calling, uncertain data protection laws, controlled branding efforts, slow medi...
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...
The Endowment Effect - You make it, you own it.
Ben Wise & Darren Chiu, CAPTIVATE
Ever wonder why that chipped mug, a relic from your college days, feels irreplaceable? Or why your well-worn trainers, despite their holes, feel mor...
Webinar Recording: No Budget-No Problem! Maximizing Your Training Budget: A Guide to the Canada Job Grant (CJG)
Captivate
Watch this insightful webinar where we delve into the Canada Job Grant (CJG). This program offers invaluable opportunities for businesses to enhance t...
The Reciprocity Effect
Ben Wise & Darren Chiu, CAPTIVATE
Imagine getting a free coffee from your favourite barista, then feeling compelled to leave a huge tip. Or receiving helpful advice from a colleag...
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 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 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...
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...
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...
VIDEO: Accredited Partner Webinar: Setting Your Negotiation up for Success!
Christine Bergeron, MBA, Adm.A, CQPA, CSL
Successful negotiations don’t start right before closing the deal. They start at the first meeting. This webinar will explain how using compliance pri...
VIDEO: Accredited Partner Webinar: Building a Powerful Sales Compensation Plan with Change Connect
Agnes Lan, P.Eng., MBA, Change Connect
Sales compensation planning is a multi-step process–from planning, to introducing and rolling out new plans, to monitoring, analyzing, and tweaking pl...
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: Accredited Partner Webinar: How to land record breaking sales in 2022 with Prima Ressource
Frederic Lucas, Prima Ressource
Landing new clients is just one part of the equation when it comes to making the number. As you continue to build your funnel, you'll also want to lev...
VIDEO: The Iceberg of Sales Performance: What's below the Water Level can Sink You
Tony Martino, JTX
Henry Ford said: Whether you think you can or think you can't, you're right. An individual's sales performance is not determined only by sales skills,...
VIDEO: The Sales Playbook to Maximize Growth in the Next Normal
Mark Cox, In the Funnel
Selling well matters. 39% of the time, a B2B purchasing decision favors the company that sold better versus the company that had the best price, quali...
VIDEO: How to Develop Business Relevance
Kerri Corturillo, Results by Design
It’s no secret that the way we do business has drastically changed over the past few years. Business’ needs seem to be increasingly more complex and d...
VIDEO: Large Account Sales Success
Shane Gibson, Professional Sales Academy
The path to consistently close large accounts is about having a solid proven process to attract, develop and close large accounts – and then work...
VIDEO: Turning data into actionable insights to supercharge sales
Asad Zaman, Shannon Millar Hopkins, Navin Persaud
Amidst the global pandemic, organizations have pivoted to a new way of buying and selling from each other where digital, remote selling has become the...
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...
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...
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...
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, ...
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 ...
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...
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...
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...
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 ...
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, ...
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 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
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