Recent Stories

We all have our items to check off before the work day is truly done. A sales leader might need to conduct a staff meeting, for instance, or follow up on a deal that may be moving in the wrong direction. Reps have calls to make, presentations to create or in-person pitches.

No one wants to offer any confidential information that would give competitors an advantage, which can sometimes make it difficult for Canadian small and medium-sized businesses to figure out their growth strategy. One way to start is to focus on what not to do.

Not everyone is a born actor, but make no mistake: selling involves a degree of performance where a customer is shown the possibilities of a better future. And to do that well, you’re going to have to practice.

The stats back up the facts: Canada is the top spot for start-ups. Its people, economy, and other factors make it one of the best places in the world to start a business.

If call centres were the only places where you needed to document customer service issues, Canadian small and medium-sized business would have it pretty easy. After all, as the recordings often say, calls can always be recorded for quality assurance purposes.

The next time you're presented with trend information about the market you're serving as a sales team, think through a few areas to determine whether it's worth your while and if so, the best way to move forward.

By this point in the year, many organizations are either just about to host an annual gathering of their sales teams or have already wrapped it up. As with any conference, however, it’s easy for most of it to get forgotten once you get back to your desk.

There’s probably no greater compliment in sales than being so successful at generating revenue you get a nickname like “The Closer.” For most sales pros, though, even a small improvement in the ratio of deals they close compared with those they lose would be a huge boost.

Get to know your customers better. With its search capabilities, Facebook gives businesses the opportunity to learn about their audiences and reach them more effectively.

Sales professionals spend a lot of time cultivating deep, meaningful relationships with customers in order to grow their business. If they’re successful enough to be promoted to sales manager, though, they often have to start focusing on building a different kind of relationship: the one between supervisor and team.