Edmonton & Calgary
Sales Training:
780-318-3114
Vancouver, Victoria, &
Toronto Sales Training:
250-339-3355

Blog Archives

Two Must-Read Sales Books

Driving revenue is always the focus of our sales training clients in Vancouver, Edmonton and Calgary.  The commitment to reading is a leading attribute of all top performing Salespeople and Sales Managers.  There is a direct connection between your commitment

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How to Deal with the Hurry Up B2B Sales Proposal

Our sales training clients in Vancouver, Edmonton and Calgary deal with this challenge on a regular basis – the  ?+1?+  proposal.  It usually comes from a new inquiry where someone has the task of gathering information on a tight timeline. 

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Why Salespeople Hate The Word Accountability

?+0?+   Ask any of our sales training clients in Vancouver, Victoria, Edmonton and Calgary what they want their Salespeople to have and that word comes up very quickly.  The dream of every Sales Manager and Business Owner is for

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The 10 Best Ways to Motivate Salespeople

Our sales training clients in Vancouver, Edmonton, Calgary and Toronto are always trying to find creative ways to motivate their Salespeople.  What works best?  Higher commission rates, group and individual incentives?  Don’t think that Salespeople are only motivated by cash. 

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Three Words That Will Increase Your Sales in 2017

Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new.  Each group of Salespeople is unique.  What they manage to find most useful from our sales training is always different.  Our

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Are You Pricing Your Product Properly?

Pricing your product properly is always a contentious issue for our sales training clients in Vancouver, Edmonton, Calgary and Toronto.   Management tends to favor the side of charging full value and avoid giving concessions while Salespeople never like to lose

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Two Questions That Could Make or Break a B2B Sale

One B2B sales training technique we’ve brought to our clients in Vancouver, Edmonton, Calgary and Toronto centers on asking  ?+0?+  of decision makers.  Most Salespeople wouldn’t think to ask them because their purpose is not obvious yet asking them could

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How To Respond To The Client With No Set Budget

All of our sales training clients in Vancouver, Edmonton, Calgary and Toronto experience the same challenge when dealing with the “What’s your budget” question.   The buyer typically says they haven’t set a budget.  This leaves the Salesperson feeling frustrated not

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Why Sales Closing Techniques Often Fail

The concept of closing is a regular discussion with our B2B and B2C sales training clients in Edmonton, Calgary, Vancouver and Toronto.  While all Salespeople, Sales Managers and Business Owners want to close sales and move revenues higher, the use

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Why Pressuring Salespeople Doesn’t Work

This is always a sensitive topic with our sales training clients in Vancouver, Calgary, Edmonton and Toronto.  No matter if you’re a Salesperson, Sales Manager or Business Owner, you’ve dealt with pressure on either side of the desk.  Sales targets

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Making More Sales Is Not Rocket Science

In discussions with our sales training clients in Toronto, Vancouver and Edmonton, we have come to a realization.  Sales success is easy to understand, yet challenging to achieve.  We aren’t trying to land NASA’s Juno spacecraft on Jupiter.  We are

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The Six Levels of Sales Questioning Part Two

Our sales training clients in Edmonton, Calgary, Vancouver and Toronto believe that making more sales rests on the ability of their Salespeople to ask great questions.  In last week’s PROSALESGUY BLOG, we shared the first three levels of questioning –

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The Six Levels of Sales Questioning Part One

All of our sales training clients in Edmonton, Calgary, Vancouver and Toronto are learning the Six Levels of Sales Questioning.  We thought it would be a great idea to share it as a two-part series with other Salespeople because of

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How to Master the Six Steps of the B2B Sales Cycle

Our sales training clients in Vancouver, Edmonton and Calgary invest in the growth of their Salespeople to increase their sales.  Improving their ability in each step of the B2B (Business to Business) sales cycle is the key to reaching that

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Creating Promotional Contests That Work

Many of our sales training clients in Edmonton, Calgary and Vancouver ask us for marketing advice based on experience and background.  Our last blog post Customer Surveys That Work  gave decision makers the inside track toward creating surveys that get

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Customer Surveys That Work

Our sales training clients in Vancouver, Calgary and Edmonton are continually asking their customers for feedback on the experience of dealing with them.  No doubt, every company wants to know how they can improve the customer experience.  Here’s how to

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Why House Accounts Don’t Work

Our sales training clients in Edmonton, Calgary and Vancouver have previously believed in the philosophy of having “house accounts.”  This refers to a sizable account that is usually serviced by a Sales Manager.  Commissions generated by the purchases made on

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3 Ways to Drive Revenues with Staff Sales Incentives

Many of our sales training clients in Edmonton, Calgary, Vancouver and Victoria want to get their #1 – Create a Reward Program for New Customer Leads or Sales Generating Concepts more sales focused.  This can be done effectively with staff

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8 Ways to Fight a Sales Slump

If you’re like many of our online sales training clients in Edmonton, Calgary, Vancouver and Victoria, you’re doing your best to deal with a challenging economy.  Low commodity prices are having an impact in virtually every industry across Western Canada. 

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Salespeople Can Learn from Celebrities to Make More Sales

We had the opportunity of launching a new online sales training client in Victoria, British Columbia recently.  In our discussions, the topic of closing techniques came up several times.  I suggested that the ABCs of sales have changed.  Some of

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