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VIDEO: Proactive Prospecting -Turning an Interruption to a Conversation
Jan 13, 2022 | Tibor Shanto - Renbor Sales Solutions
Nothing happens until there is a sale, but there are no sales until we prospect. We'll cover what has changed and what has stayed the same in successf...
Virtual Training Session: Effective Prospecting
Apr 2, 2020 | Canadian Professional Sales Association
Regardless of the prospecting tactics you’re using, the goal is the same: qualify the customer’s need or interest in your products/services, and secur...
PDU BUNDLE: Social Media Prospecting
May 22, 2019 | 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...
Sales Prospecting – Excuses or Excitement?
Apr 24, 2019 | 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 ...
Meeting in a Box - Social Media Prospecting, Week 3: Measuring your Social Media ROI
Feb 27, 2019 | Canadian Professional Sales Association
By definition, social media ROI, or return on investment, defines the measurement of how effectively your social media campaigns are impacti...
Meeting in a Box - Social Media Prospecting, Week 2: Relationship Building with Social Media
Feb 26, 2019 | Canadian Professional Sales Association
From the moment you first connect with a lead, a relationship is being formed. If you nurture and grow that relationship into something truly authenti...
Meeting in a Box - Social Media Prospecting, Week 1: Social Media Strategy
Feb 25, 2019 | Canadian Professional Sales Association
Social selling is a process that sales people can use to help social buyers become customers- but not all sales professionals use it.Use this 15-minut...
Meeting In a Box: The Prospecting Rulebook, Week 3: Sales Planning
Jan 23, 2019 | Canadian Professional Sales Association
In the 3rd of this 4-part meeting-in-box series, we consider the strategy and tactics required to do prospecting in ways which deliver results. DOWNLO...
Meeting In a Box: The Prospecting Rulebook, Week 2: Understanding the Market
Jan 23, 2019 | Canadian Professional Sales Association
Use this Meeting in a Box to understand: Analysing, Predicting, Segmenting and Communicating with the Right Prospects. In week 2 we’ll get...
Meeting In a Box: The Prospecting Rulebook, Week 4: Frontline Conversations and Refining your Pitch
Jan 22, 2019 | Canadian Professional Sales Association
In this Meeting in a Box, we consider the strategies and tactics necessary to deliver strong prospecting results. Download this 15 minute Meeting...
CPSA Webinar Recording: Prospective Prospecting - Turning an Interruption into a Conversation
Jan 10, 2019 | Canadian Professional Sales Association
Proactive Prospecting
Jan 7, 2019 | Canadian Professional Sales Association,
In today’s economy, businesses and sales professionals cannot afford to wait for customers to beat a path to their door. Companies must “...
Meeting In a Box: The Prospecting Rulebook, Week 1: What does Prospecting involve?
Dec 13, 2018 | Canadian Professional Sales Association
The CPSA defines the process of prospecting as 'gathering and synthesizing client and market intelligence, aligning strengths and weaknesses towards c...
Meeting In a Box: The Prospecting Rulebook: Understanding the Market
Dec 13, 2018 | Canadian Professional Sales Association
Use this Meeting in a Box to understand: Analysing, Predicting, Segmenting and Communicating with the Right Prospects. In week 2 we’ll get into ...
Fanatical Prospecting - How to Keep Your Sales Pipeline Full
Oct 12, 2018 | Canadian Professional Sales Association
In this Sales Hacks podcast from CPSA, Bill Banham chats with Jeb Blount, author, keynote speaker, podcast host, sales acceleration specialist and C...
How to Maximize Your Prospecting with Social Media
Jan 25, 2018 | Canadian Professional Sales Association
If you’ve been wary of using social media for sales, or using it without too much success, this article will explain how you can maximize your prospec...
Habits of Improving Telephone Prospecting Success
Jan 12, 2018 | 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...
Must-Have Prospecting Tools for Every Sales Person
Nov 20, 2017 | 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...
How to Improve Prospecting Campaigns with Social Media
Nov 9, 2017 | Canadian Professional Sales Association
Prospecting has advanced leaps and bounds beyond picking up the phone and placing a cold call to a potential client. The proliferation of social media...
Four Mistakes Sabotaging Sales Prospecting
Aug 28, 2017 | Canadian Professional Sales Association
Watch this week's "Sales Success Clinic" to learn four mistakes that can be sabotaging your sales prospecting. When you are trying to make the in...
5 Prospecting Techniques That Really Work
Jul 14, 2017 | Canadian Professional Sales Association
Prospecting is such an important part of the sales process; with the right prospecting techniques, great levels of success can be achieved. Prospectin...
Webinar - Top Tricks to Use Social Media for Prospecting
Jun 19, 2017 | Jamie Jackson
View our webinar hosted by Jamie Jackson of Rockstar Sales and learn the best ways to use social media for prospecting. Jamie has used these tips and ...
INTERVIEW: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 1"
May 26, 2017 | Canadian Professional Sales Association, Social Media & Tech Series
Bill: As a sales professional you are constantly on the go. In fact only 30% of a sales rep day is actually dedicated to core selling activities. In ...
3 Most Efficient Prospecting Methods
Apr 19, 2017 | Canadian Professional Sales Association
In order for the prospecting process to work to the best of its abilities, it has to be as efficient as possible. Prospecting, the task of finding qua...
5 Prospecting Techniques That Really Work
Feb 1, 2017 | Canadian Professional Sales Association
Prospecting is such an important part of the sales process; with the right prospecting techniques, great levels of success can be achieved. Prospectin...
PODCAST: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 2"
Dec 15, 2016 | Canadian Professional Sales Association, Social Media & Tech Series
Sales professionals are busy people and often on the move. Just 30% of a sales rep’s day is actually dedicated to core selling activities. So ...
November SalesProChat Twitter Chat Recap, "Must-have Prospecting and Learning Tools For Every Salesperson – Part 1"
Dec 6, 2016 | Canadian Professional Sales Association, Social Media & Tech Series
As a sales professional, you are constantly on the go. In fact, only 30% of a sales rep’s day is actually dedicated to core selling activities. ...
PODCAST TRANSCRIPT: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 2"
Dec 6, 2016 | Canadian Professional Sales Association, Social Media & Tech Series
Bill: As a sales professional you are constantly on the go. In fact only 30% of a sales rep day is actually dedicated to core selling activities. I...
PODCAST TRANSCRIPT: SalesProChat, "Productivity and Prospecting Tools For Every Salesperson – Part 2"
Dec 5, 2016 | Canadian Professional Sales Association, Social Media & Tech Series
Bill Banham: As a sales pro, you're constantly on the go. In fact, only 30 percent of a sales rep's day is actually spent dedicated to core selling ...
PODCAST: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 1"
Nov 23, 2016 | Canadian Professional Sales Association, Social Media & Tech Series
As a sales professional, you are constantly on the go. In fact, only 30% of a sales rep’s day is actually dedicated to core selling activities. ...
5 Steps To Better Sales Prospecting On LinkedIn
Aug 10, 2016 | Salesforce
When someone gets an email via LinkedIn that says “John Smith has sent you a new message,” there are few possible outcomes. The recipient could be qui...
Increasing Prospecting Results: 5 Key Techniques
Jul 28, 2016 | Mark Hunter
We usually end one-quarter and start all over again looking for new leads and new sales. It seems each quarter there are those times when we say ...
Phone Prospecting for Success
Jun 3, 2016 | Lori Richardson
Professional salespeople use the phone every day in some capacity. Those with minimal selling roles are in an office on the phones, and those calling ...
Put an End to Sales Prospecting Procrastination
Jul 13, 2015 | 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...
7 Ways to Be Better at Prospecting
Apr 6, 2015 | 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 ...
How can I get my new sales rep up to speed with cold calling and prospecting?
Aug 24, 2012 | The Canadian Professional Sales Association
Every sales representative comes to the table with different experience and different strengths. If your new hire is not as strong in the realm of co...
Would you listen to you? How to create an effective prospecting program
Jul 26, 2012 | Sue Barrett
Many sales professionals, especially those new to sales, often take it personally when a prospect says "no" and fail to persist with their prospectin...
How to Use LinkedIn to Plan and Prepare Your Tele-Prospecting Call
Jun 1, 2010 | Jim Domanski
If you are not using LinkedIn when planning and preparing your prospecting call, you are missing a huge opportunity to gather superb information that...
How to Write An Effective Prospecting Sales Script
Sep 1, 2009 | Wendy Weise
Many people think they can just "wing it" or they "know what they want to say." On the telephone, however, you have 10 seconds to grab and hold your p...
5 Keys to Effective Prospecting
Aug 1, 2009 | Michelle Cain, CSP
Prospecting is generally not a favourite activity for salespeople. However it is an important and necessary activity to help the sales professional b...
Advancing Women in Sales through Mentoring, Education and Partnerships
Oct 15, 2019 | Canadian Professional Sales Association,
In this episode we discuss ways to advance women in the sales profession. Our guest is Kathleen Kischer, Founder of Women In Sales (WINS) and Senio...
How to Be a Transparent Sales Leader and Increase Team Engagement - Part 2
Aug 26, 2019 | Canadian Professional Sales Association,
In part two of this CPSA interview, Chris Champagne and host Bill Banham will discuss four proven ways to be a transparent sales ...
How to Be a Transparent Sales Leader and Increase Team Engagement - Part 1
Aug 19, 2019 | Canadian Professional Sales Association,
In part one of this CPSA interview, we’ll consider why managers of salespeople should be transparent in their leadership strategy. Liste...
Using Email to Grow Sales
Jul 15, 2019 | Canadian Professional Sales Association,
In this episode of SalesProChat, we hear from Toronto-based Shawn Finder about email marketing best practices and tips to stay compliant. Listen t...
Sales in Publishing and Developing a Culture of High Performce
Jul 8, 2019 | Canadian Professional Sales Association,
In this episode Bill Banham chats with Michelle Sartor, Vice President Sales, Nelson Education about the unique challenges of a sales career in the...
10 Ways you can Use LinkedIn to Prospect More Effectively
Jul 1, 2019 | Sandler Training
Are you sure you're using LinkedIn effectively? Sandler Training has compiled the top ten ways you can get better prospecting results using LinkedIn.&...
Sales in Manufacturing and Distribution
Jun 24, 2019 | Canadian Professional Sales Association,
In this episode, we consider how deep-level sales training has helped propel the Saeplast sales team to achieve results. Our guest is Brian Gooding, ...
CPSA Accredited Partner Webinar: How to Write Sales Emails That Really, Really Work
Jun 21, 2019 | 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 ...
CPSA Virtual Training Session: Fueling Your Sales Funnel
Jun 14, 2019 | Canadian Professional Sales Association
In today’s competitive marketplace, successful salespeople need to be developing new business through careful planning and organization. This...
CPSA Webinar Recording The Impact of Clear Communication and Collaboration Between Internal Supply Chain and Sales
May 17, 2019 | Canadian Professional Sales Association
Information sharing has been cited as one of the major means to enhance supply chain performance. It allows companies to better coordinate their act...
Consultative Skills For Selling to Larger Accounts
Apr 1, 2019 | Canadian Professional Sales Association,
In this Sales Tips For The Pros interview, we’ll hear from sales coach David Johnston on why you need to build trust before prospects will buy. Liste...
CPSA Virtual Training Session: Finding Ideal Clients
Mar 18, 2019 | Canadian Professional Sales Association
Understanding who your ideal clients are is crucial to prospecting success. Identifying who your ideal profitable clients are allows you to strategi...
Why Leaders Need to Better Understand the Strategy of Sales
Mar 11, 2019 | Canadian Professional Sales Association,
In this Sales Tips For The Pros interview, we’ll hear from Catherine Davies, Senior. Advisor, National Accounts at CPSA about why sales leaders...
What Does an Ideal Prospect Look Like?
Mar 4, 2019 | Canadian Professional Sales Association,
In this episode we get into the strategy and science of understanding one's ideal prospects and customers. Our guest is James Muir, author of the #1 ...
December SalesProChat: "7 Deadly Sins of Closing"
Dec 10, 2018 | 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 ...
PODCAST TRANSCRIPT - Sales Hacks - Trade Shows: Generating Meetings and Building Strong Leads Ahead and During the Event
Feb 1, 2018 | 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 ...
How To Win The Perfect Sales Job
Jan 23, 2018 | 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, ...
PODCAST TRANSCRIPT - Sales Hacks - Social Media Strategies for Growing Qualified Leads Part 2
Jan 18, 2018 | 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...
PODCAST TRANSCRIPT - Sales Hacks - Social Media Strategies for Growing Qualified Leads Part 1
Jan 11, 2018 | 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 ...
PODCAST TRANSCRIPT - Sales Hacks - Killer Lead Generation Strategies For Sales Pros
Dec 15, 2017 | 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...
PODCAST TRANSCRIPT - Sales Hacks - How to Build A Sales Funnel and Harvest Leads
Dec 14, 2017 | 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...
3 Tips to Overcome Follow- Up Fear
Nov 9, 2017 | 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!
Nov 9, 2017 | 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...
Sales Reinvented Podcast Transcript: Best of Do's & Don'ts - Mark Hunter, Barb Giamanco, Craig Wortmann
Sep 8, 2017 | Sales Reinvented Podcast
Listen to the podcast here.Paul Watts: Hi. This is Paul Watts from the Sales Reinvented Podcast. Welcome to the Best of Series brought to you by the C...
Mastering the Art of the Sales Email, Heather R. Morgan, CEO, SalesFolk
May 18, 2017 | Heather R. Morgan
How often are you hearing back from your sales emails? Are you making the right impression, or are you losing your recipient at the subject line...
Are Social Media Connections the Same as Prospects? with Paul Watts
May 16, 2017 | Canadian Professional Sales Association, Social Media & Tech Series
So you've got over a 1000 connections on LinkedIn. You've built up a big following on Facebook, Twitter, YouTube and elsewhere. So what? Do these foll...
The Right Way to Solve Your Sales Slump
May 16, 2017 | Julie Howlett
We’ve all been there: you’re having difficulty generating quality leads; your pipeline is full, but prospects aren't converting to the nex...
Tips to Ace Your Next Sales Call
Aug 10, 2016 | Salesforce
Picking up the phone to connect with a prospect can be an important touchpoint on the path to purchase. So much so that a quick phone call has been&nb...
Hook Your Prospects with These Openers
Aug 3, 2016 | Colleen Francis
There is a brief window of time to make a first impression on our prospects that will compel them to want to engage with us. Unfortunately, salespeop...
Get Superior Sales Prospects
Jul 28, 2016 | Lori Richardson
If you are in sales there is likely someone on your heels wondering when you will close some business. If you are new, they are looking at you to get ...
10 Effective Ways To Prospect Up To Senior Ranks
Jul 21, 2016 | Mark Hunter
1. Give Your Best Impression To All Levels Of Contact Treat them the same way you would treat the senior level person that you are ultimately trying t...
Engage Prospects with These Tips
Jun 13, 2016 | Colleen Francis
Picture a stopwatch with 30 seconds. The second you get a prospect on the phone, your time is ticking to make a moving first impression. However, whe...
Be Polite To Everyone But Your Prospects
Apr 19, 2016 | Tibor Shanto
Prospecting can be a nerve racking experience for many in sales, especially outbound telephone prospecting, which explains why so few are good at the ...
Just Ask For The Sale The Correct Way
Mar 1, 2016 | Mark Hunter
First off, let’s lose the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m...
Poor Sales Performer? Stop Measuring Sales
Sep 22, 2015 | 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
Sep 22, 2015 | 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 ...
How to Establish Rapid Rapport with Prospects (especially online)
Apr 19, 2022 | 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
Apr 4, 2022 | 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: Copywriting Secrets Every Sales Professional Should Know, Steve Slaunwhite
Jan 14, 2022 | Steve Slaunwhite
As a sales professional, you need to write as persuasively as you talk and present. Those who can craft highly effective prospecting emails, call scri...
How AI is Opening New Routes to Market
Jan 5, 2022 | 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...
[INFOGRAPHIC] 6 Ways to Personalize YOUR Pitch with Social Selling
Nov 12, 2019 | Sandler Training
Every time you identify, contact, or network with connections online, you're employing a social selling strategy. Social Media and online marketing ha...
Getting Buy-In For Sales Training
Nov 12, 2019 | 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...
The Five Most Common Social Selling Mistakes
Sep 2, 2019 | 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?
Aug 19, 2019 | 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...
Meeting In a Box: Sales Process Technology- Implementing Social Media
Aug 2, 2019 | 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
Aug 1, 2019 | 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...
Robots v Humans: Social Selling Strategy in 2020
Jul 3, 2019 | 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...
PDU BUNDLE: Sales Planning
May 22, 2019 | 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...
PDU BUNDLE: Prospect Planning
May 22, 2019 | 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 Run Effective Sales Meetings
Mar 20, 2019 | Canadian Professional Sales Association
Sales meetings are important. They have the potential to be an effective tool in engaging, motivating and inspiring your team. However, they equally h...
Six Elements of High Impact Messaging
Feb 4, 2019 | Canadian Professional Sales Association,
How do we craft outbound prospecting messaging that gets buyers to engage and act now? In this CPSA Sales Hacks episode, James Muir will show you a...
INTERVIEW: Educating and Training Sales-Focused Professionals with Nicholas Crowe
Nov 26, 2018 | 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...
10 Top Marketing and Sales Blogs
Nov 9, 2018 | 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...
Meeting In a Box: The Objection Handling & Negotiation Rulebook - Problem #2, Untargeted UVPs
Oct 26, 2018 | 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...
What to Consider in Your Sales Compensation Structure
Oct 15, 2018 | 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
Oct 14, 2018 | 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...
How to Attract Top Sales Talent on a Limited Budget
Oct 12, 2018 | 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...
VIDEO: Accredited Partner Webinar: How to Design a Sales Compensation Plan that Works!
Aug 30, 2022 | 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?
Aug 12, 2022 | 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
Jul 26, 2022 | 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
Jul 25, 2022 | 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: How to Connect with Key Decision-Makers
Jul 22, 2022 | Shawn Casemore
The Sales Compensation Guide
Jul 14, 2022 | 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
Jun 23, 2022 | 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
Jun 20, 2022 | 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
May 17, 2022 | 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 ...
VIDEO: Accredited Partner Webinar: Doing More with Less- Managing Sales Activities with Limited Time and Resources
Apr 21, 2022 | C3B Groupe Conseil
Let’s be honest, even before COVID-19, our time and resources were limited. But back-to-back meetings, a smaller available workforce and logistical pr...
VIDEO: CPSA Mini Mastery Course: Get Confident Being Consultative
Apr 1, 2022 | 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
Mar 8, 2022 | 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 Top 4 Results of Poor Staff Onboarding
Feb 15, 2022 | 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
Feb 11, 2022 | 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
Jan 20, 2022 | 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
Jan 14, 2022 | 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...
VIDEO: Thriving through Change: The Future of Sales
Jan 14, 2022 | 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: Redefining Sales 4 States of Consultative Sales in a Hybrid Selling World
Jan 7, 2022 | Lisa Leitch, Teneo Results
Today’s buyers have little time for sales professionals in a hybrid selling world of Face-to-Face and virtual. How does a sales leader and their team ...
3 Steps to Build Trusting Business Relationships in 2022
Jan 6, 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...
CPSA Webinar Recording: Can't Deliver Handling Supply Shortages & Maintaining Relationships
Nov 12, 2021 | Canadian Professional Sales Association
Why Relationships Matter - The Importance of Nurturing Relationships
Oct 23, 2021 | 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. ...
VIDEO: Turning data into actionable insights to supercharge sales
Oct 22, 2021 | 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...
CPSA Webinar: Writing Sales Emails During Sensitive Times
Sep 9, 2021 | Canadian Professional Sales Association
How to Attract and Retain your Best Sales Talent | October 26th at 1:30PM
Aug 31, 2021 | CPSA Sales Success Summit
Change Connect conducted a survey with over a hundred sales managers this summer; they’ve indicated that hiring the right people is the second bi...
CPSA Virtual Workshop Resources: Virtual Sales Strategies for High ROI
Aug 11, 2021 | Shane Gibson
Virtual Sales Meetings module: https://www.enterprisesalesacademy.com/courses/virtual-sales-meetingsIf you would like access to the course for fr...
CPSA Webinar: Virtual Sales Strategies for High ROI
Aug 9, 2021 | Canadian Professional Sales Association
What is Predictive Sales Analytics and How Can it Help My Sales Team?
Aug 8, 2021 | 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 Accredited Partner Webinar: The Impact of the New Economy on Selling
Jul 21, 2021 | Canadian Professional Sales Association
CPSA Webinar: Using Questioning and Listening skills to uncover your Customer’s real Needs
Jun 24, 2021 | Canadian Professional Sales Association
Building Lasting Rapport Online- Nurturing Genuine Relationships
Apr 2, 2021 | Sandro Verrelli CSL, President & CEO, 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...
Member Insights Report 3: How Canadian Businesses Are Coping Under COVID-19
Mar 26, 2021 | Canadian Professional Sales Association
This report is the third in a series of reports meant to shine line on the state of the sales industry during the pandemic. In February, the CPSA con...
CPSA Panel Webinar: The Impact of COVID-19 on the Insurance Industry
Mar 9, 2021 | Canadian Professional Sales Association
CPSA Webinar: Future Proof Your Sales Team -The New Virtual Sales Competency Map
Feb 23, 2021 | Canadian Professional Sales Association
Managing Enterprise-Level Accounts to Grow your Business
Feb 1, 2021 | 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...
Virtual Training Session: Navigate Collaborative Negotiations
Jan 22, 2021 | Canadian Professional Sales Association
Objections are an inevitable part of the negotiation process. In sales or in any negotiation, learning to first understand, and then handle objections...
Sales Success Playbook
Jan 8, 2021 | Canadian Professional Sales Association
The business world continues to advance. Consumers change. Economic stability fluctuates. New competitors emerge. Responding to change is never easy, ...
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Latest Resources
VIDEO: Accredited Partner Webinar: How to Design a Sales Compensation Plan that Works!
Aug 30, 2022 | Frederic Lucas, Prima Ressource
VIDEO: Give, Get, Gain with Teneo Results- Is your Sales Team Comfortable Discussing Money?
Aug 12, 2022 | Lisa Leitch, Teneo Results
VIDEO: Accredited Partner Webinar: How to Build a Strong Value Proposition to win more Sales
Jul 26, 2022 | Agnes Lan, P.Eng., MBA, Change Connect
Accredited Partner Resource: How to Create Urgency and Close Faster
Jul 25, 2022 | Agnes Lan, P.Eng., MBA, Change Connect
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