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Blog Archives

Driving Sales With The Right Culture

While we expect Salespeople to drive sales, we encourage our sales training partners in Vancouver, Victoria, Edmonton and Calgary to entice all staff to become sales-minded.  This can be a great source of new business development by identifying the personal motivators

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Four Steps To Close Pending Business

Great Salespeople consistently add new opportunities to their sales pipeline.  Our sales training clients in Vancouver, Victoria, Edmonton and Calgary are learning that closing pending business is even more important.  Otherwise, Salespeople can easily have a sales funnel that is

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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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The Top Four Reasons Salespeople Stay With Their Employer

All of our sales training clients in Vancouver, Edmonton and Calgary want engaged Salespeople who reach their targets and stay at their company for years to come.  All Salespeople who are enthusiastic and ambitious want exactly the same.  If everyone

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Nice Buyers Get More Than Jerks Do

A sales training workshop in Vancouver recently centered on a specific discussion on the relationship Salespeople have with current clients while reaching out to find new ones.  We came to a unanimous agreement.  ?+1?+ .  If you are a buyer,

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Create Your Cold Calling Strategy Now!

Cold calling sucks!  Maybe it’s because you suck at cold calling.  OK, picking up the phone to attempt to book an appointment from a decision maker you’ve never met before is a scary thought.  The expectation of constant rejection with

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The Ten Most Common Mistakes Salespeople Make

One of our sales training clients in Vancouver wanted to know what common mistakes are made by Salespeople.  This makes great reading for all Salespeople, regardless of experience level.  Even seasoned veterans have to be extremely careful of repeating these

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The Impact of Handwritten Thank-You Cards

We recently suggested a proven inexpensive sales technique to our sales training clients in Vancouver, Calgary and Edmonton.  As it has application for all Professional Salespeople, we wanted to share it with our readers.  Years ago, before email, it was

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Who owns the account? The Company or the Salesperson?

This is always a controversial subject between Salespeople and Managers.  Both sides tend to have their own opinion and the debate can get heated and emotional.  After being on both sides of desk for many years, here’s the best explanation

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The Job Interview for a Salesperson from Both Sides of the Desk

Ask a Professional Salesperson or a Sales Manager how many job interviews he or she has had.  At best, the answer will be a few dozen.  This holds true for the Salesperson looking for a job, and no doubt, the

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Sales Training with Long Term Results

What’s your experience with sales training?  Here’s what I hear from business owners, decision makers, sales managers and professional salespeople.  For fear of readers thinking that this edition of THE PROSALESGUY BLOG is nothing more than spam, I welcome you to

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Want to Increase your Sales? Start with these Three Personal Goals

A group discussion on the best sales training techniques in Vancouver recently provided the insight for this week’s PROSALESGUY BLOG.  While we discussed many client focused elements like probing for needs analysis and customer engagement, the conversation eventually came down

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Pick One Word For Your Personal Branding

Professional Salespeople are in the business of imaging and positioning.  So, why would I deal with you and consider your product or service?  Every buyer asks that question.  Finding a unique way to distinguish yourself sets you apart from the

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How To Repeat A Great Sales Week

We have all had a great week where virtually everything we touched confirmed as SOLD!  We have all experienced the opposite where you could not give away a free steak at a BBQ. There is a method of repeating the

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Should Salespeople Be Paid Commission Or Salary?

Most companies create pay incentives for their Salespeople.  At least some form of commission payment has been an industry standard for decades.  Some companies are starting to adopt a salary only payment structure.  They claim that commissions are influencing Salespeople

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How To Get Great Client Testimonials

Ever have a tough time getting a client to give you a great written testimonial?  Here’s a sure fire way to get something that is better, painless and creative…   Why won’t they do it? All Salespeople and business owners

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A Customer And Advocate For Life

Your best Salespeople are not on staff.  They do not require a salary, bonus or commissions.  In fact, they pay you for the privilege of publicizing your business.  They are your Customers… Your Customers No matter how well you understand

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Discomfort + Pain = Growth

It’s this simple.  As a professional Salesperson, if you aren’t advancing your skill set, assume you are automatically going backwards.  Consider that your competitor is getting better at what they do and continually building a better relationship with your best

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LinkedIn as a powerful B2B tool

If the market for your product or service is Business to Business, you should be actively using LinkedIn. It’s a powerful tool that has many advantages for professionals, salespeople, and companies