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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...
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: 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 stat...
VIDEO: Accredited Partner Webinar with JTX: Leading your team to Peak Performance
Mar 25, 2022 | JTX Inc.
Leaders who are responsible for sales performance in their company are in an increasingly challenging situation these days. They might find themselves...
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...
VIDEO: Accredited Partner Webinar: Building a Powerful Sales Compensation Plan with Change Connect
Feb 25, 2022 | 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
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: Accredited Partner Webinar: How to land record breaking sales in 2022 with Prima Ressource
Jan 20, 2022 | 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 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...
The Role of Client Intelligence in Growing and Sustaining Sales
Jan 14, 2022 | Canadian Professional Sales Association
A strong understanding of your clients and the markets they work within can help you sell more. When done in the right ways, deep-level customer intel...
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: 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...
VIDEO: The Iceberg of Sales Performance: What's below the Water Level can Sink You
Jan 14, 2022 | 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
Jan 14, 2022 | 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
Jan 14, 2022 | 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: How to Attract and Retain your Best Sales Talent
Jan 13, 2022 | Agnes Lan, P.Eng., MBA, Change Connect
Change Connect conducted a survey with over a hundred sales managers this summer; they’ve indicated that hiring the right people is the second biggest...
VIDEO: Tools and Techniques to Visualize ROI
Jan 13, 2022 | ALTA Consulting
The pandemic has been hard on all businesses, pipelines have shrunk and sales cycles are longer than ever. In fact, 50% of B2B buyers have been holdin...
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...
VIDEO: Large Account Sales Success
Jan 13, 2022 | 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: Band-Aid or Surgery - "Which one do you need"
Jan 13, 2022 | 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...
VIDEO: Thriving in Change as a Sales Professional
Jan 13, 2022 | Christi Scarrow, Lighthouse9
The change facing you and your customers is unprecedented. We continue to struggle in the unknown. But as a sales professional, you have the opportuni...
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...
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...
Segmenting and Targeting Prospects Based on Buyer Personas
Dec 8, 2021 | 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
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...
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...
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...
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...
Our Commitment to the Sales Community
Apr 3, 2020 | Joy Sayers CSL, President & CEO, CPSA
As the COVID-19 pandemic continues to impact us and our businesses, it has never been more important to keep abrea...
COVID-19 Support: Eligible Business can Receive Wage Subsidies of up to 75%
Apr 1, 2020 | Joy Sayers CSL, President & CEO, CPSA
Here at the CPSA, my team and I are committed to keeping up-to-date on any news and announcements that may help Canadian businesse...
Improving Morale in the Sales Department
Nov 26, 2019 | 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
Nov 19, 2019 | 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...
[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...
LinkedIn® Levers Tool - Sandler Training
Oct 15, 2019 | Sandler Training
Researching a prospect or client? Information on LinkedIn can be a huge help - Use this checklist from Sandler Training for ideas to consider whe...
Tips to Attract Top Sales Talent on a Limited Budget
Sep 24, 2019 | 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
Sep 9, 2019 | 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...
Become a CPSA Content Contributor!
Sep 2, 2019 | Canadian Professional Sales Association
Each month, CPSA members and the larger CPSA Sales Community visit the Learning Hub in search of solutions, new ideas and strategies on how to excel a...
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...
PDU BUNDLE: Developing Client-Focused Solutions
Aug 30, 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...
[EBOOK] LinkedIn: The Sandler Way - 25 Secrets that Show Salespeople how to Leverage the World's Largest Professional Network
Aug 27, 2019 | Sandler Training
CPSA Accredited Partner, Sandler Training began work on this ebook because they've found that so many sales professionals struggle with this mysteriou...
[INFOGRAPHIC] 10 Ways to Achieve Your Top Sales Priorities
Aug 22, 2019 | RAIN Group
CPSA Accredited Partner, RAIN Group recently surveyed 423 sales and enablement leaders and discovered their top 10 sales priorities for the year ahead...
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...
It's Not About Making a Fast Buck. Why Relationships Matter
Aug 12, 2019 | 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
Aug 5, 2019 | 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...
Asking For Referrals in the Digital Age
Aug 1, 2019 | Sandler Training
Referrals and introductions should be central to building a quality pipeline for your business. Most sales professionals are leaving up to 75% o...
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...
How to Build a Winning Sales Compensation Structure
Jul 23, 2019 | 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
Jul 9, 2019 | 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
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: Business Acumen
Jul 2, 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...
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.&...
Top Sales Pitching Tech in 2019
Jun 24, 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?
Jun 19, 2019 | 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
Jun 10, 2019 | 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...
4 Innovative Sales Team Meeting Ideas for an All-Star Sales Team
Jun 3, 2019 | Canadian Professional Sales Association
Sales team meetings needn’t be dull. In fact, they should be bursting with energy; a weekly highlight that galvanises your team and sends their produc...
Sandler Training Ebook: Four Best Practices for Salespeople that Turn Emails into Phone Discussions
May 30, 2019 | 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...
PDU BUNDLE: Professional Sales Conduct
May 30, 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...
Components of a Winning Lead Follow Up System
May 29, 2019 | 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...
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...
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...
PDU BUNDLE: Developing Client Relationships
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...
Technology helps sales teams' performance
Apr 30, 2019 | 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?
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 ...
[Infographic]: Defend Yourself Against Productivity Dragons
Apr 23, 2019 | RAIN Group
Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and...
CPSA Webinar: An Intro to Quota CHARISMA: The Essentials of Being a "Likeable" Sales Professional
Apr 12, 2019 | 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...
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...
Using Market Intelligence to Evolve Customer Relationships in Sales
Mar 20, 2019 | Canadian Professional Sales Association
Substantial market intelligence can be the foundation for building strong customer relationships. Having considerable insight into a customer’s indust...
5 Innovative Sales Team Meeting Ideas for an All-Star Sales Team
Mar 20, 2019 | Canadian Professional Sales Association
Sales team meetings needn’t be a snore. In fact, they should be bursting with energy; a weekly highlight that galvanizes your team and sends their pro...
Transitioning from a salesperson to a sales leader
Mar 19, 2019 | The Ivey Academy
In today’s performance-driven sales culture, outstanding sales leadership is fundamental when it comes to delivering bottom line results. However, the...
Performance Management: Keeping on Top of Your Sales Team's Efforts
Feb 26, 2019 | Canadian Professional Sales Association
Do you know how well your sales team is performing...right now? If you’re waiting until the month closes to see where your team is at, by then it’s fa...
Preparing for a Sales Presentation: Key Factors to Consider
Feb 19, 2019 | 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...
SCRIPTING YOUR CALL
Feb 15, 2019 | Canadian Professional Sales Association
You can use your unique value proposition and the template below to script the telephone call to secure your appointment. Fill in the blanks to crea...
Which College/University Programs Can help you Build a Strong Career in Sales?
Jan 28, 2019 | 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...
Five Qualities of Inspirational Sales Leaders
Jan 21, 2019 | Canadian Professional Sales Association
Inspirational Sales Leaders can have a dramatic effect on your company’s results. In fact, in one survey, 69% of sales pros who exceeded their annual...
Follow-Up Ideas to Stand Out from the Competition
Dec 11, 2018 | Canadian Professional Sales Association
Let’s imagine a scenario. You’ve recently had a great interaction with a prospect and now you’re playing the waiting game... You know you need to foll...
December SalesProChat: "7 Deadly Sins of Closing"
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 ...
Sales Tips: Crafting a Lead Follow-Up System
Dec 6, 2018 | Canadian Professional Sales Association
Do you use a lead follow-up system? If not, it’s likely that you’re not being systematic in your follow up approach and this can result in many ...
Acid Test - Do You Have What it Takes to be Successful in Sales?
Dec 3, 2018 | Canadian Professional Sales Association
If you're considering a career in sales you’re likely excited by the prospect of a dynamic career path with high-earning potential. However, you might...
INTERVIEW: Recruitment & Talent, “Interview with John Hirth - Hiring Right: Characteristics To Look For When Hiring A Salesperson”
Nov 28, 2018 | 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
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...
Preparing For Your First Sales Presentation: Key Factors to Consider
Nov 21, 2018 | Canadian Professional Sales Association
Preparing for your first sales presentation can be incredibly nerve-wracking. Not only do you have the high-stakes of a one-time opportunity to impres...
PODCAST TRANSCRIPT: SalesProChat, "Understanding the CPSA's Sales Compensation Report"
Nov 14, 2018 | 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 ...
How to Assess the Success of Your Sales Management Team
Nov 13, 2018 | Canadian Professional Sales Association
As a sales leader, you might think it’s pretty clear how well your sales management team is doing: if sales are up then they must be doing a good job,...
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...
Government of Canada and CPSA Partner to Address Sales Skills Gap with Richard Louttet
Oct 22, 2018 | Canadian Professional Sales Association, Social Media & Tech Series
In a special CPSA podcast interview, Richard Louttet, Vice President Education and Certification at Canadian Professional Sales Association spoke wit...
Professional Sales Development: Benefits of CPSA Designations with Martin Boucher
Oct 16, 2018 | Canadian Professional Sales Association, Social Media & Tech Series
Have you ever had a bad sales experience? Well, with professional sales designations, the CPSA helps to fix this. In an exclusive CPSA interview, M...
October SalesProChat - Networks of World-Class Salespeople
Oct 15, 2018 | Canadian Professional Sales Association
How to Climb the Ladder to Sales Success with Lee Bartlett When building a network, it pays to work on multiple levels with both short- and ...
What to Consider in Your Sales Compensation Structure
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...
Listen Up! Letting Prospects Lead the Sales Conversation
Oct 13, 2018 | 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
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...
Microsoft Resources for National Small Business Week
Oct 11, 2018 | Microsoft
DID YOU KNOW? There are approximately 1.2 million active small businesses and they represent 97.9 percent of employers in Canada. Time to show our app...
September SalesProChat - Analysing Sales Readiness
Sep 17, 2018 | Canadian Professional Sales Association
The Importance of Sales Readiness Diagnostics with Mike Kunkle Sales readiness ensures sales reps and managers are prepared with the competencies...
How to Make Your Email Conversations Stand Out
Sep 13, 2018 | Canadian Professional Sales Association
Despite the very many different channels of communication available today, email is still the preferred method of communication for the majority of b...
The Hidden Sales Skills You Learned in School
Sep 4, 2018 | 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...
Sign Here. Tips to Complete the Sale
Aug 21, 2018 | 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
Aug 16, 2018 | 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
Aug 14, 2018 | 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...
How Much?! Overcoming Cost-Related Objections
Aug 7, 2018 | Canadian Professional Sales Association
Cost-related objections are far from uncommon, but they are still the part of negotiations we all dread. You need to keep your profit-margins healthy...
SalesProChat: Putting the Science into Your Sales Efforts
Jul 19, 2018 | Canadian Professional Sales Association
In the July 2018 CPSA SalesProChat podcast, we'll consider how to put the science into your sales strategy. Our guest is David Hoffeld, CEO and ch...
Breaking the B2B Barrier: How to Begin Real Dialogue with Prospects
Jul 13, 2018 | 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...
Planning for Sales Success: Do You Know What Your Market Will Look Like in Five Years?
Jul 10, 2018 | Canadian Professional Sales Association
Sales has changed significantly in the past five years. The ways we communicate and prospect across multiple industries is very different to 2013. In...
What Are the Differences Between a Sales Plan and a Marketing Plan?
Jul 6, 2018 | Canadian Professional Sales Association
Although many people use the terms “sales plan” and “marketing plan” interchangeably, they are in fact (or should be) two very distinct documents. One...
Sales Tech Insights: Signed. Sealed. Delivered! Part 2
Jul 3, 2018 | Canadian Professional Sales Association
This guest post is published in support of a recent CPSA podcast interview with Jaakko Paalanen CSO at Leadfeeder. Listen to the interview and re...
Sales Tech Insights: Signed. Sealed. Delivered! Part 1
Jun 28, 2018 | Canadian Professional Sales Association
This guest post is published in support of a recent interview CPSA did with Jaakko Paalanen CSO at Leadfeeder. Leadfeeder is a clever web app that inc...
Product Review: Sales Pitch Pro with Tony Goodchild
Jun 21, 2018 | Canadian Professional Sales Association
The sales presentation can make or break a deal. Indeed, a strong pitch can achive the trust and momentum you need to get leads to point of sale. Ther...
Top Tips for Recruiting Salespeople
Jun 20, 2018 | Canadian Professional Sales Association
Much of your business's revenue comes as a result of the successful efforts of your sales team. It is vital to your company's bottom line, therefore, ...
How to Motivate a Sales Team with Low Morale
Jun 18, 2018 | 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...
Are Your Sales Reps Performing?
Jun 13, 2018 | Canadian Professional Sales Association
How to Evaluate Your Team’s Success Most sales departments focus on targets and quotas as indicators of success on their sales team; however, there ar...
Creating Buyer Personas
Jun 11, 2018 | Canadian Professional Sales Association
Buyer personas initially seem like one of those fluffy business concepts that don’t matter very much in the real world. However, nothing could be furt...
How to Align Marketing with Sales
Jun 6, 2018 | Canadian Professional Sales Association
Sales and marketing are the unruly siblings of the business – they are often together, but they don’t always get along. Many organizations have foster...
How to Make Social Selling a Priority
Jun 5, 2018 | Canadian Professional Sales Association
There are only so many hours in the day so most people tend to prioritize tasks that produce results right away. For sales professionals, these tasks ...
The Post-Millennial Generation in Sales
May 31, 2018 | Canadian Professional Sales Association
A new sales generation is coming. Generation Z, those born between around 1995 and 2009, now makes up the majority of the undergraduate population in ...
Microsoft presents: New Rules for Road Warriors on the Go
May 30, 2018 | Microsoft
Become a road warrior! From synchronizing your devices to protecting your data no matter where you work, this post offers top tips for people who do s...
The Pros and Cons of AI in Sales
May 28, 2018 | Canadian Professional Sales Association
AI led processes have been replacing vast numbers of traditional lower-skilled blue-collar jobs for years. Mechanizing and automating repetitive blue-...
SalesProChat Transcript: Managing Millennials and Gen X Sales Pros
May 24, 2018 | Canadian Professional Sales Association
In the May 2018 SalesProChat, we hear from Neil Ryland, Chief Revenue Officer at Peakon. As the company’s chief revenue officer, Neil built teams...
SalesProChat: Managing Multi-Generational Sales Teams
May 24, 2018 | Canadian Professional Sales Association
In the May 2018 SalesProChat, we're going to talk with Neil Ryland, Chief Revenue Officer at Peakon. As the company’s chief revenue officer, Neil buil...
Why Your Team Would Benefit From a Lead Nurturing System
May 23, 2018 | Canadian Professional Sales Association
Lead nurturing is all about building touch points and relationships with individuals who are not currently ready to buy but could lead to a conversion...
Finding the Right Compensation Structure for You
May 23, 2018 | Canadian Professional Sales Association
Finding and implementing the best compensation structure for your sales organization is a challenge. The specific tactics to best motivate and incenti...
What Motivates Millennials? Quotes from Top Business Leaders
May 21, 2018 | Canadian Professional Sales Association
Sales Leadership and Motivating Millennial-Dominated Teams What really motivates Millennials? In support of the upcoming release of the CPSA ebook ca...
Key Components of a Killer Sales Presentation
May 16, 2018 | Canadian Professional Sales Association
The Makeup of a Top Pitch Have you ever been blown away by a great sales presentation? You left feeling inspired, empowered, and that you should defin...
Five Reasons Your Prospects are Avoiding You and How to Improve
May 15, 2018 | Canadian Professional Sales Association
It’s a common problem for all sales professionals – prospects that avoid your attempts to contact them. While it may be common, know that you should n...
How Chatbots are Changing Sales
May 14, 2018 | Canadian Professional Sales Association
Many professionals are afraid that robots are going to “take over the world” – that tools like chatbots will eliminate jobs, that they spell the inevi...
SalesProChat: Team Players Are Not Top Sellers - Part Two
Apr 30, 2018 | Canadian Professional Sales Association
In the April 2018 SalesProChat, we talk with Colleen Francis, Ottawa-based award-winning sales acceleration strategist, Hall of Fame keynote spea...
Product Review: LinkedIn Mobile Apps with Andrew Jenkins
Apr 27, 2018 | Canadian Professional Sales Association
In episode 13 of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham talk about LinkedIn Mobile Apps -...
SalesProChat: Team Players Are Not Top Sellers - Part One
Apr 25, 2018 | Canadian Professional Sales Association
In part one of the April 2018 SalesProChat interview, we hear from sales expert Colleen Francis on ways sales pros can and should work in teams. Colle...
What Makes a Sales Compensation Plan Strategic?
Apr 25, 2018 | David Johnston
Your company’s sales compensation plan is of vital importance. How you pay and reward your salespeople makes a huge difference in the success of your ...
Product Review: Discoverly with Andrew Jenkins
Apr 20, 2018 | Canadian Professional Sales Association
In episode 12 of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham talk about Discoverly - a tool to...
Could You Be Doing More to Ensure You Hit Your Sales Quota?
Apr 18, 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...
Product Review: Sysomos with Andrew Jenkins
Apr 13, 2018 | Canadian Professional Sales Association
In episode 11 of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham talk about Sysomos - a unified, i...
Are Your Salespeople Aligned with Your Company's Brand Values?
Apr 11, 2018 | Canadian Professional Sales Association
Brands are the difference between a product that people like and a product that people love. They create a community, a feeling, and a behaviour. They...
Product Review: Attach with Andrew Jenkins
Apr 6, 2018 | Canadian Professional Sales Association
In episode nine of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham talk about Attach.io - a platfo...
How to Use Multiple Communication Channels to Keep Your Brand Front of Mind
Apr 4, 2018 | Canadian Professional Sales Association
Consumers and businesses are bombarded with advertisements and sales inquiries. As a result, people have become good at tuning out marketing messages ...
Product Review: Rival IQ with Andrew Jenkins
Mar 30, 2018 | Canadian Professional Sales Association
In episode nine of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham talk about Rival IQ, a social m...
Understanding the Commissions You Deserve
Mar 28, 2018 | David Johnston
For many sales pros, the money earned on commission works out to be the bulk of their sales compensation. Therefore, when it comes to salary negotiati...
Redlines and the Importance of Profit Margins in Negotiations
Mar 26, 2018 | Canadian Professional Sales Association
Sales reps are operating in a market that’s more competitive than ever; where buyers have more power than ever before. Easily accessible information o...
Product Review: NUVI with Andrew Jenkins
Mar 23, 2018 | Canadian Professional Sales Association
In episode eight of the Tech Product Review podcast supplement, guest expert Andrew Jenkins chats with host Bill Banham about NUVI - a real-time track...
SalesProChat: Succeeding in Sales - Cadences and The Whatever It Takes Attitude
Mar 22, 2018 | Canadian Professional Sales Association
In the March 2018 SalesProChat, we're going to talk with Gabe Larsen about the strategies and character needed to be an effective seller. Gabe's key f...
Product Review: Audiense with Andrew Jenkins
Mar 19, 2018 | Canadian Professional Sales Association
In episode seven of the Tech Product Review podcast series, guest expert Andrew Jenkins chats with host Bill Banham about how Sales and Marketing pros...
Software Sales - Using a Road-Map to Keep Clients Engaged and Excited
Mar 19, 2018 | Canadian Professional Sales Association
Your clients and prospects are looking for new solutions that deliver the features they need today with the innovation they will need tomorrow. It’s n...
Should I Hire an Outside Consultancy to Help with Market Research?
Mar 12, 2018 | Canadian Professional Sales Association
In organizations large and small, sales and marketing teams are seeking out and using research and data. There is a good reason for this – the insight...
Top Tips to Sharpen Your Social Media Skills
Mar 9, 2018 | Microsoft
From using consistent social media user names across platforms to the vital role of blogging to build your reputation, this post offers proven social ...
Email Sales Trends to Watch This Year
Mar 9, 2018 | Canadian Professional Sales Association
Email is an essential selling tool for sales pros but, of course, we all know that the stats around effectiveness can be somewhat scary. For example, ...
3 Smart Strategies for Greater Sales Success
Mar 9, 2018 | Microsoft
How “smart” is your sales team? We explore how sales teams can achieve more success with modern analytics, business intelligence, and automated lead s...
The New Sales DNA Report
Mar 5, 2018 | Canadian Professional Sales Association
With an ongoing skills gap existing in the sales profession, the Canadian Professional Sales Association sought to better understand the state of the...
Are You Effectively Communicating the Sales Plan to Your Sales Staff?
Mar 5, 2018 | Canadian Professional Sales Association
Effective communication is a fundamental necessity for success in sales and business in general. And yet, all too often, when you analyse why your ha...
Agreeing the Terms - 5 Things You Need in Your Contracts
Mar 2, 2018 | Canadian Professional Sales Association
Ah, the all-important contract! While you should certainly have all your contracts and templates drawn up or reviewed by a legal expert, as a sales pr...
What's So Special About the Courses Offered by CPSA?
Mar 1, 2018 | Canadian Professional Sales Association
CPSA offers sales training courses to both new salespeople and seasoned pros with years of experience in the field. What’s so special about the course...
How to Inspire Your Team To Get More Prospects in Meetings
Feb 28, 2018 | Canadian Professional Sales Association
Do you find your sales team is a little too over-reliant on the same old list of prospects and customers? Are they getting a bit complacent? Prospecti...
How Digital Asset Management Can Support Your Sales Efforts
Feb 27, 2018 | Canadian Professional Sales Association
In sales, timing is everything. If your salespeople have the tools and capabilities to respond quickly and in a focused manner, they are much more lik...
Developing Corporate Partnerships to Help You Reach Bigger Audiences
Feb 26, 2018 | Canadian Professional Sales Association
In the day-to-day management of a sales team you have many roles and responsibilities: you’re designing strategic plans; you’re recruiting, managing a...
The Role of Business Development vs Sales
Feb 23, 2018 | Canadian Professional Sales Association
Many people, outside of business development and sales, often consider that these roles are synonymous; just different ways of describing the same thi...
PODCAST TRANSCRIPT - SalesProTips - How Employee Advocacy Can Grow Your Brand
Feb 23, 2018 | Canadian Professional Sales Association
There's an untapped resource out there which more sales leaders and frontline pros need to know about. By utilizing the best empl...
PODCAST TRANSCRIPT - Sales Hacks - Retail Sales and Lead Generation
Feb 23, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show we will consider ways to convert leads and generate more customers. E-commerce accounted for near...
PODCAST TRANSCRIPT - Social Selling and Tech - Sales, Data and the Role of Machine Learning
Feb 23, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show we'll discuss the interconnectedness between sales, data and machine learning. Listen in ...
Product Review: Facebook with Andrew Jenkins
Feb 23, 2018 | Canadian Professional Sales Association
In episode six of the Tech Product Review podcast series, guest expert Andrew Jenkins chats with host Bill Banham about how sales and marketing pros c...
How to Lead Successful Sales Team Meetings
Feb 22, 2018 | Canadian Professional Sales Association
Be honest; how successful are your sales team meetings? Do they add value and increase your team’s effectiveness or do the vast majority of participan...
How to Develop a First Rate Online Sales Presentation
Feb 22, 2018 | Canadian Professional Sales Association
Giving a great sales presentation takes a lot of practice and preparation. And as our world has become increasingly digital, online sales presentation...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Succession Planning For SMBs. What to do When Your Top Sales People Move On
Feb 21, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing leaders and bringing through the nex...
How Well Do You Understand the Needs of Your Clients?
Feb 21, 2018 | Canadian Professional Sales Association
Think for a minute: how well do you understand the needs of your clients? We’re not just talking about your USP (Unique Selling Proposition), the reas...
SalesProChat: Selling to the C-Suite
Feb 21, 2018 | Canadian Professional Sales Association
Selling to the C-Suite can be the smartest way to gain consensus and momentum for a sale. Top-level execs know this. Inevitably, this can mean they ar...
Why Authentic Sales Pros Will Remain Relevant in a World Dominated by AI
Feb 20, 2018 | Canadian Professional Sales Association
AI is everywhere in sales today. From tools that can take the legwork out of research to those that can give you actionable insights into buyer behavi...
Why Team Targets Can Get More Results
Feb 16, 2018 | Canadian Professional Sales Association
Many, if not most, sales roles involve personal KPIs and revenue targets. The reasons for this are numerous - including increased transparency and acc...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Succession Planning: How to Develop Leaders and Bring Through the Next Generation of Sales Talent
Feb 15, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of developing leaders and bringing through the next...
Eyes on the Prize: How to Stay Focused and Close the Sale
Feb 15, 2018 | Canadian Professional Sales Association
Sales professionals face a lot of negativity; regular rejection from prospects, demands from customers, and pressure from leaders to hit targets. All ...
Social Selling Techniques That Will Generate More Leads
Feb 14, 2018 | Canadian Professional Sales Association
Social networks have evolved beyond platforms to connect with friends and family. They are now tools for commerce, media, and selling. However, with s...
How to Get the Right Motivational Messages Through to Your Sales Team
Feb 13, 2018 | Canadian Professional Sales Association
Motivation is like water; it provides life for your team and organization, but it can so easily escape. Motivated teams have stronger business results...
PODCAST TRANSCRIPT - Social Selling and Tech - LinkedIn and What's Working Best Today?
Feb 13, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show we'll discuss current tactics and top tips to help sales pros get more from LinkedIn. Lis...
Five Top Tips to Improve Your Sales Planning
Feb 12, 2018 | Canadian Professional Sales Association
As Benjamin Franklin once said “by failing to prepare, you are preparing to fail”. Planning is a critical part of business success. Today, businesses ...
Product Review: Buffer with Andrew Jenkins
Feb 12, 2018 | Canadian Professional Sales Association
In the fifth episode of the Tech Product Review podcast series, guest expert Andrew Jenkins chats with host Bill Banham about how sales and marketing ...
PODCAST TRANSCRIPT - SalesProTips - How AI is Changing Marketing and Sales
Feb 9, 2018 | Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we will investigate the impact AI and machine learning is having on sales today, an...
How Personas Can Help You Better Understand the Market
Feb 9, 2018 | Canadian Professional Sales Association
You have worked really hard and built an innovative and stable product– great! But, you only have a few sales reps to actually sell your product. You ...
How Much Easier is it to Retain a Client than Gain a New One?
Feb 8, 2018 | Canadian Professional Sales Association
If you pour water into a jug with a hole in the bottom, it’s only a matter of time until all of the water leaks out. Even if you are able to continuou...
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Objection Handling and Strategies Buyers Use to Cut the Price
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