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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...
Why Relationships Matter - The Importance of Nurturing Relationships
Oct 23, 2018 | 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. ...
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...
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 yo...
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...
What is Predictive Sales Analytics and How Can it Help My Sales Team?
Aug 8, 2018 | 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...
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...
Develop Your Skill Set: Top Skills That Will Increase Your Sales Performance
Jul 6, 2018 | 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...
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...
PODCAST TRANSCRIPT - Social Selling and Tech - Event and Meeting Tools
Feb 7, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss howto use event apps to help you reach new prospects. Our guest this time i...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Recognition and Rewards: Putting Sales at the Centre of the Success of a Small Business
Feb 7, 2018 | Canadian Professional Sales Association
Recruitment and Talent TRANSCRIPT - Recognition and Rewards: Putting Sales at the Centre of the Success of a Small Business In the lates...
The Art of Establishing Rapport with Prospects
Feb 7, 2018 | Canadian Professional Sales Association
With countless new sales tools and technologies, selling is becoming very scientific. However, building relationships will always be a critical part o...
Representing Your Company - What's Your Elevator Pitch?
Feb 6, 2018 | Canadian Professional Sales Association
Have you ever been caught speechless when someone asks “so, what does your company do”? If you start to break a sweat and fumble over describing featu...
Product Review: Pocket with Andrew Jenkins
Feb 5, 2018 | Canadian Professional Sales Association
In the fourth 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 - Creating a Performance-First Workplace Culture
Feb 2, 2018 | Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we give thought to the elements which make up a first-rate work culture; one in which...
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 ...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Recognition and Rewards: Agreeing KPIs and Keeping Your Promises
Jan 31, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of sales rewards and recognition in the enterpris...
How to Use Social Media For Customer Acquisition
Jan 31, 2018 | Canadian Professional Sales Association
Few people could have envisioned just how influential and disruptive social media platforms would become. What looked like a niche technology for teen...
Effective Communication: Words Better Left Unsaid
Jan 31, 2018 | Canadian Professional Sales Association
We all know that effective communication skills are imperative to sales success. Saying the right thing at the right time is the key to closing. That ...
Severance Pay and Sales
Jan 30, 2018 | Canadian Professional Sales Association
Despite the common misconception, severance pay is not the same thing as termination pay. In Canada, Termination pay is given in place of required not...
PODCAST TRANSCRIPT - Social Selling and Tech - How Has CASL Impacted Sales in Canada?
Jan 30, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss how CASL has changed the ways salespeople operate in Canada. Bill Banham i...
Product Review: Twitter's Advanced Search with Andrew Jenkins
Jan 29, 2018 | Canadian Professional Sales Association
In the third 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 Can We Get More Women in Sales Leadership Roles?
Jan 26, 2018 | Canadian Professional Sales Association
We have a serious women-in-sales leadership problem in Canada. According to LinkedIn, the percentage of female professionals decreas...
PODCAST TRANSCRIPT - Sales Hacks - How to Overcome the Disconnect Between Sales and Marketing
Jan 25, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show, we will discuss why there has historically been a disconnect between the Sales department and the Ma...
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...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Onboarding in Start-Ups
Jan 24, 2018 | Canadian Professional Sales Association
What's Needed to Successfully Onboard a New Salesperson in a Small Business In the latest episode of the CPSA Recruitment and Talent podc...
How Being a Good Listener Will Make You a Better Salesperson
Jan 24, 2018 | Canadian Professional Sales Association
For the vast majority of sales pros, talking is easy. Most of us naturally enjoy talking and conversing; it’s in our DNA. And since we’re under so muc...
How to Recruit Top Performing Salespeople in Non-Sales Careers
Jan 24, 2018 | Canadian Professional Sales Association
So you’ve got a sales position to fill; a void left a by a top selling star. You want to make sure that your new hire not only sticks, but excels. Goi...
PODCAST TRANSCRIPT - Social Selling and Tech - Selling SaaS
Jan 23, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss what’s needed to successfully sell Software as a Service into larger organi...
Product Review: Feedly with Andrew Jenkins
Jan 22, 2018 | Canadian Professional Sales Association
In the second episode of the Tech Product Review podcast series, guest expert Andrew Jenkins chats with host Bill Banham about how sales and marketing...
Five Ways to Master the Follow-Up in Sales
Jan 19, 2018 | Canadian Professional Sales Association
When you were young, your parents likely chased you to clean your room, do the dishes, take out the trash, or do some other household chore. If you ar...
PODCAST TRANSCRIPT - SalesProTips - How Leaders Can Build the Know-How to Achieve Sustained Results
Jan 19, 2018 | Canadian Professional Sales Association
In this episode of the SalesProTips show, we consider how leaders in larger organizations can build the know-how to build and susta...
SalesProChat: Finding Sales Leaders in a Competitive Jobs Market
Jan 18, 2018 | Canadian Professional Sales Association
In the January 2018 episode of SalesProChat, Bill Banham interviews Jamie Hoobanoff about the qualities and qualifications of top sales leadership tal...
A Simple Formula for High-Impact Peer Coaching
Jan 18, 2018 | Canadian Professional Sales Association
Coaching is a critical part of success on a personal and company level. Having a mentor and good training is associated with career progression and su...
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...
How to Fix an Awful Sales Presentation and Turn it Around!
Jan 17, 2018 | Canadian Professional Sales Association
It’s every sales pro’s worst nightmare. You’ve worked so hard to get this group of decision makers in a room with you and now...well, it’s all gone wr...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Onboarding: What's Needed to Successfully Onboard a New Salesperson
Jan 17, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of successfully onboarding new salespeople into th...
Negotiations: How to Provide a Great Solution to your Client’s Price Objections
Jan 16, 2018 | Canadian Professional Sales Association
As L’Oreal prepared to launch their brand of hair products in the U.S. in 1971, they faced a pricing problem. Their product was a premium brand; more ...
How to Build a Strong Resume for Sales
Jan 16, 2018 | Canadian Professional Sales Association
When it comes to sales, you’re a natural. But when it comes to selling yourself in your resume, it’s funny how difficult this can be. As a sales profe...
Why Active Listening is an Essential Sales Tool
Jan 16, 2018 | Canadian Professional Sales Association
As salespeople, our number one need is to be able to understand our client or prospect’s business pain. Sure, some of this can be ascertained through ...
Top Tips to Improve Your Sales Presentation
Jan 16, 2018 | Canadian Professional Sales Association
So, you’ve spent weeks researching, qualifying, tracking down and wooing your hot prospect. You’ve finally got them in the room, ready to be wowed... ...
PODCAST TRANSCRIPT - Social Selling and Tech - Brand and Messaging
Jan 16, 2018 | Canadian Professional Sales Association
The Importance of Creating and Sharing High-Quality Content In this episode of the CPSA Social Selling and Tech show we'll disc...
Product Review: Flipboard with Andrew Jenkins
Jan 15, 2018 | Canadian Professional Sales Association
In the first 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 - Finding and Nurturing Top Sales Leadership Talent
Jan 12, 2018 | Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we consider what it takes to find, attract and retain sales talent in an increasingly co...
Have You Tried These Sales Follow-Up Strategies?
Jan 12, 2018 | Canadian Professional Sales Association
Five Ideas to Keep your Prospect Engaged Sometimes prospects have a need or desire for your product, but, for whatever reason, now is not the right ti...
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...
How to Inspire and Invigorate Your Team with Sales Training
Jan 12, 2018 | Canadian Professional Sales Association
Most people wouldn’t associate corporate training with feelings of “inspiration” or “invigoration”; they are known more ...
Are You Negotiating with the Right Person?
Jan 12, 2018 | Canadian Professional Sales Association
Failing to figure out the path to closing a deal in advance, including who exactly you should be negotiating with, can cause roadblocks and wasted sal...
5 Reasons Why Your Salespeople Should Encourage Brand Advocacy Within Your Organization
Jan 12, 2018 | Canadian Professional Sales Association
Sales is often an uphill battle every week, month, quarter and year. Any tool or process that can help to make the job easier is something that salesp...
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 - Social Selling and Tech - Why Podcasting Should be Part of Your Social Selling Toolkit
Jan 10, 2018 | Canadian Professional Sales Association
15 percent of people in the US and Canada listen to a podcast at least weekly. That's five times more than those who go to the m...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - Hiring: Recruiting Salespeople for SMBs: The Challenges and Opportunities
Jan 10, 2018 | Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss the importance of the recruiting salespeople for SMBs today. W...
PODCAST TRANSCRIPT - SalesProTips - Emotional Intelligence in Leadership
Jan 5, 2018 | Canadian Professional Sales Association
In this episode of the SalesProTips show, we consider the role of EQ in sales leadership. Kristen Harcourt will talk through what ...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - What Do Recruiters Look for in Sales Candidates?
Jan 4, 2018 | Canadian Professional Sales Association
In the latest episode of the CPSA Recruitment and Talent podcast we'll discuss what recruiters should look for in sales candidates today. This...
What to Look For in Your Sales Compensation Plan
Jan 3, 2018 | Canadian Professional Sales Association
“For love or money” might accurately describe why sales people do what they do. Most sales people love the job – the highs of closing a deal, the inte...
Sales Trends - Tech to Try in 2018
Jan 3, 2018 | Canadian Professional Sales Association
In our age of constant disruption, there are always new tools and technologies to learn. In 2017 it was all about Snapchat versus Instagram, AI, and s...
Sales and Marketing Ideas to Try During the Holiday Season Part 1
Jan 3, 2018 | Canadian Professional Sales Association
The holiday season is upon us. Its that time of year when oodles of gifts are bought for family, friends and colleagues, end of year budgets are spent...
Sales and Marketing Ideas to Try During the Holiday Season Part 2
Jan 3, 2018 | Canadian Professional Sales Association
The festive fun season is here. It is that wonderful, yet frantic, time of year when the retail sector goes bonkers, end of year budgets across many c...
Am I Entitled to Severance Pay If My Sales Position Is Terminated?
Jan 3, 2018 | Canadian Professional Sales Association
While sales is a rewarding career, like many other high pressure professions, there is a high turnover rate. If you find yourself in the less than opt...
What Training Should I Choose to Help Me Improve My Follow-Up Sales Skills?
Jan 3, 2018 | Canadian Professional Sales Association
You’re probably very familiar with the often-quoted stat that it costs, on average, seven times more to secure a new customer than it does to sell to ...
Top 10 Sales Personalities of 2017
Jan 3, 2018 | Canadian Professional Sales Association
2017 is coming to a close. The end of the year is a great time to look back and recognise some of the most influential sales personalities of 2017. He...
The Benefits and Drawbacks of Team Targets and Shared Team Commissions
Jan 3, 2018 | Canadian Professional Sales Association
Finding the perfect formula for your team’s compensation and commission structure is every sales manager’s goal. There’s no one size fits all approach...
Getting Face Time with Prospects and Clients
Jan 3, 2018 | Canadian Professional Sales Association
We all know that the more face time we get with prospects and clients the more chance we have of making and increasing sales. But getting those all-im...
8 STEP CONSULTATIVE PROCESS TOOL
Jan 3, 2018 | Canadian Professional Sales Association
This tool will help you navigate the 8-Step Consultative Conversations you have with your clients, from planning to securing the next step. DOWNLOAD ...
SALES COACHING & LEADERSHIP ASSESSMENT TOOL
Jan 3, 2018 | Canadian Professional Sales Association
Read the following statements, and rate your effectiveness on each using a scale of 1 (not effective) to 5 (consistently effective). This assessment i...
Sales Tips - Ten Ways to Close
Jan 3, 2018 | Canadian Professional Sales Association
Many factors go into closing a deal. Here are ten tips for closing that are essential to any negotiation: 1. Be Genuine Listen first to what your clie...
Are Your Salespeople Making These Cringe-Worthy Social Selling Faux Pas?
Jan 3, 2018 | Canadian Professional Sales Association
We’ve all seen someone shares something strange on social media. Whether it’s that person you knew from high-school, or that guy you met at a party on...
Should I Outsource My Sales Training?
Jan 3, 2018 | Canadian Professional Sales Association
Sometimes, choosing to outsource your sales training can achieve huge results. Sure, it's an extra investment but can be one which offers big ROI. He...
The Elements of a Winning Sales Presentation
Jan 3, 2018 | Canadian Professional Sales Association
So your clever sales and marketing funnel process had led to a meeting in the book with a client who'll be expecting to see a stellar presentation. So...
PODCAST TRANSCRIPT - Social Selling and Tech - How Video is Changing the Way We Sell
Jan 2, 2018 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss how video content helps to increase revenue and ho...
PODCAST TRANSCRIPT - SalesProTips - Qualities of the Best Sales Leaders
Dec 22, 2017 | Canadian Professional Sales Association
In this episode of the CPSA SalesProTips show, we will investigate the qualities and qualifications associated with the very best in sa...
PODCAST TRANSCRIPT - Sales Hacks - How to Develop a Successful LinkedIn Lead Generation Strategy
Dec 21, 2017 | Canadian Professional Sales Association
In this episode of the CPSA Sales Hacks show, we will talk about the best ways to use LinkedIn, the measurable KPIs every salesperson should know, t...
PODCAST TRANSCRIPT - Sales Recruitment and Talent - How to Get Through the Screening Process When Applying to a Sales Role in a Large Organisation
Dec 20, 2017 | 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...
PODCAST TRANSCRIPT - Social Selling and Tech - How To Get More From Your CRM
Dec 20, 2017 | Canadian Professional Sales Association
In this episode of the CPSA Social Selling and Tech show, we'll discuss the role of the CRM in ensuring a scalable sales pipeline...
PODCAST TRANSCRIPT - Sales Compensation - How Do You Develop Top Sales Performers?
Dec 18, 2017 | Canadian Professional Sales Association
In this episode of the CPSA Sales Compensation show, we'll discuss tactics and strategies to develop top sales talent. Our guest is David Johnston. ...
Sales Compensation Podcast - How Do You Develop Top Sales Performers?
Dec 18, 2017 | Canadian Professional Sales Association
In this episode of the CPSA Sales Compensation show, we'll discuss tactics and strategies to develop top sales talent. Our guest is David Johnston. D...
PODCAST TRANSCRIPT - SalesProTips - Developing Salespeople of Tomorrow
Dec 15, 2017 | Canadian Professional Sales Association
In the first of the new CPSA SalesProTips series, Kristen Harcourt is joined by one of Canada’s only women with a Sales PhD as we discus...
Creating a Profile of Your Ideal Customer
Dec 15, 2017 | Canadian Professional Sales Association
No one has time to chase leads that aren’t going anywhere. That’s why figuring out the profile of your ideal customer is critical to prospecting and f...
Why Being a Good Listener Will Make You a Better Salesperson
Dec 15, 2017 | Canadian Professional Sales Association
When speaking with a prospective client, it can be tempting to pitch your product or service to them right away to gauge their interest. But lik...
Why Being Authentic Will Generate More Sales
Dec 15, 2017 | Canadian Professional Sales Association
Authenticity is vital in sales. People are tired of being mislead, deluded, or outright lied to. Every industry from consumer products to the media is...
How to Be a Top Sales Negotiator
Dec 15, 2017 | Canadian Professional Sales Association
The negotiation; while most people do not enjoy the back-and-forth process of coming to an agreement, there’s no doubt that some people are very...
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...
3 Tips For Isolating and Solving Your Struggles in Sales
Dec 15, 2017 | Canadian Professional Sales Association
Are you struggling to make quota each month? Do you feel like you’re working 24/7 and yet not reaping the rewards? Sometimes, half the problem with tr...
SalesProChat Transcription: Supporting Canada's Innovative Companies of Tomorrow
Dec 15, 2017 | Canadian Professional Sales Association
In the December SalesProChat episode, Amie Sergas talks with host Bill Banham about Supporting Canada's Innovative Companies of To...
SalesProChat: Supporting Canada's Innovative Companies of Tomorrow
Dec 15, 2017 | Canadian Professional Sales Association
In the December SalesProChat episode, Amie Sergas talks with host Bill Banham about supporting Canada's next generation of innovat...
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...
PODCAST TRANSCRIPT - Social Selling and Tech - AI and Predictive Sales Forecasting
Dec 13, 2017 | Canadian Professional Sales Association
Increasing numbers of sales and sales operations teams leverage technology and AI-powered insights to deliver more accurate fo...
Social Selling
Dec 12, 2017 | Canadian Professional Sales Association
Do you have an up to date LinkedIn profile? Social selling is your ticket in the game. Make sure you have the key ingredients to a stellar online pres...
Learn From Losses
Dec 12, 2017 | Canadian Professional Sales Association
Put yourself in your clients' shoes, do you know their needs? Do you articulate why your clients should change? Do you demonstrate value of your servi...
Follow Up
Dec 12, 2017 | Canadian Professional Sales Association
Make sure to follow these three steps throughout your sales process to leave a lasting impression with your clients. WATCH VIDEO
Focus On Why
Dec 12, 2017 | Canadian Professional Sales Association
Executive buyers choose sales professionals that help them define their buying vision. Before your next deal, ask yourself from your client's pe...
Sales Value Quantification
Dec 12, 2017 | Canadian Professional Sales Association
Clients want sales professionals to solve their problems. In order to do that, you need to be able to quantify value. Know basic financial terms, KPIs...
Good Questioning Skills
Dec 12, 2017 | 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...
Do Your Research
Dec 12, 2017 | Canadian Professional Sales Association
Learn the 3x3x3 method, use internal and external resources and talking to people, to find out more about your prospects. WATCH VIDEO
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Latest Resources
Follow-Up Ideas to Stand Out from the Competition
Dec 11, 2018 | Canadian Professional Sales Association
December SalesProChat: "7 Deadly Sins of Closing"
Dec 10, 2018 | Canadian Professional Sales Association, Social Media & Tech Series
Sales Tips: Crafting a Lead Follow-Up System
Dec 6, 2018 | Canadian Professional Sales Association
Acid Test - Do You Have What it Takes to be Successful in Sales?
Dec 3, 2018 | Canadian Professional Sales Association
Most Popular
Top Tips to Increase Your Sales Team's Effectiveness
May 16, 2017 | Canadian Professional Sales Association
How to Sell to Anti-Social Leads
May 9, 2017 | Canadian Professional Sales Association
Key Findings from the CPSA Compensation Reports
Mar 16, 2017 | Canadian Professional Sales Association
5 Characteristics of Successful Salespeople
Aug 16, 2017 | Canadian Professional Sales Association
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The Difference Between Loyalty and Retention
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Key Follow-Up Strategies to Keep your Prospect Engaged
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Must-Have Prospecting Tools for Every Sales Person
Nov 20, 2017 | Canadian Professional Sales Association
5 Ways You Can Benefit from Sales Training
Nov 20, 2017 | Canadian Professional Sales Association
Do Your Research
Dec 12, 2017 | Canadian Professional Sales Association
Good Questioning Skills
Dec 12, 2017 | Canadian Professional Sales Association
Sales Value Quantification
Dec 12, 2017 | Canadian Professional Sales Association