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

Blog Archives

Are Your 2019 Sales Targets Too High?

If you’re a Professional B2B Salesperson with a 2019 sales target that seems unreachable, don’t panic.  As we start a new year, here’s the advice we’ve offered many of our sales training partners in Vancouver, Victoria, Edmonton, and Calgary.  Take your eye off the yearly total for a second and ask yourself this question.  What confidence would you have in your company and Sales Manager if your targets were  lower and easily attainable?  While that might seem like a good idea, nobody wants to work for a company that is projecting lower sales.  That means lower profitability and cost cutting, so be careful what you hope for.  Here are 3 ways to break down the process of reaching your 2019 Sales Targets. read more

10 Prospecting Tips From Top-Performing Salespeople

Prospecting for new business is a necessity.  Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always drill this into the minds of Professional Salespeople.  No one ever disagrees.  In fact, when I ask the question “Who prospects for new business?” everyone’s hands go up.  “Now keep your hand in the air if you have a specific prospecting strategy on paper and are following it.”  When I ask the second question, very few hands are left.  Your discipline in creating a prospecting strategy and following it will take your sales from average to great. read more

The Power of 3 for Salespeople

It’s always great to share new sales training techniques with our clients in Vancouver, Edmonton, Calgary and Toronto.  It’s even better when we learn something that we weren’t aware of previously.  That’s what this post will focus on.  It’s called the Power of 3 and it works!  So much so, that we’ve incorporated this into the sales training programs of all our partners.  Here how it works. read more

2 Ways To Make More Sales This Fall

With four months left in 2018, our sales training clients in Vancouver, Edmonton, Calgary and Toronto are refocusing on what they can do to drive more sales into this year.  Keeping things simple is always a great idea.   Let’s give you a clear direction going forward. read more

Are you a Pushy or Persistent Salesperson?

All of our sales training clients in Edmonton, Calgary, Vancouver, and Toronto constantly wrestle with the difference between being a pushy or persistent Salesperson.  While we know the key to success is to be persistent, when does that self-discipline get misinterpreted from the buyer’s perspective as being over-the-top? read more

Five Steps To Close Sales In The Summer

This is the biggest challenge currently experienced by our sales training partners in Vancouver, Edmonton, Calgary and Toronto.  Midsummer and B2B decision-making don’t tend to be synonymous with each other. After leaving many phone messages and sending emails, it’s easy to get frustrated and start to question your next step.  No smart Salesperson wants to be a pest, yet we all know that persistence leads to sales success.  How do you determine the fine line between the two?  Use these five steps to get clients to return your messages, revive opportunities stuck in the sales cycle, and close sales in the summer: read more

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 need to be reached and when they aren’t, questions get asked and people are placed under the microscope.  Here’s why for the most part, pressuring Salespeople doesn’t work and my suggestions for a better approach. read more

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 goal.  Here’s a breakdown of our work with them and what you might be able to apply to your specific sales situation. read more

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.  If you’re a business owner, Sales Manager or Salesperson dealing with a sales slump, here’s what you can do to fight it. read more

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 low results discourages most Salespeople from making cold calling part of their regular routine.   If this is how you feel, then this edition of the PROSALESGUY BLOG will give you what you need to be a new business machine this fall. read more

Engagement – The Key To Making the Sale

This week’s PROSALESGUY BLOG is an excerpt from my upcoming book “Shut up! Stop Selling and Start Making Money.” Stay subscribed to the BLOG to receive notice of its release date this Summer.

In all types of sales, the face-to-face appointment is crucial. This is where you will engage the client and if successful, get the same in return. The engagement phase is equally important whether you sell professional services to businesses or consumer goods to the public. It’s important whether you visit your prospects in their home or business or they come to you. Whatever you’re selling, you need to engage your customers in a way that makes them want to do business with you. read more

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 success and making it more of a regular occurrence.  Here is how… read more

Turning Prospects Into Customers

Here is the one common element with all of the different Salespeople and Business Owners that I work with.  They all want to convert prospects into customers. How do we convert potential buyers into confirmed clients?  Here is the best way to do this. read more