PointClickCare senior vice president of sales Joan Leroux (centre) is joined on a panel by four other sales executives, including Microsoft modern workplace general manager Jordan Sheridan (second from left), at the Future of Sales in Canada, an event held by the Canadian Professional Sales Association on Jan. 10, 2017. Photograph by Merik Williams for CPSA.

Published: January 17th, 2018

Why Moneris CMO Jeff Guthrie believes AI won’t replace human salespeople

Jeff Guthrie knows technology is changing how sales are conducted - he just doesn't believe it can replace human salespeople entirely, or even more than a small fraction. As CMO of Canada's largest

Published on: January 16th, 2018 Eric Emin Wood

Two new ways reduce labour costs, while increasing sales

Do more: it's an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing. And… it's happening

Published on: November 27th, 2017 Colleen Francis

Stand up & stand out! 12 Ways to get prospects to call you back

No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back. Most sales people use boring,

Published on: October 15th, 2017 Colleen Francis

Embrace your inner sales geek

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. And what are your

Published on: September 25th, 2017 Colleen Francis

Creating a leader versus promoting a seller

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is

Published on: August 16th, 2017 Colleen Francis

A roadmap for smoother sailing in the Channel

Rapidly changing technology, an unprecedented number of mergers and acquisitions and evolving consumption models have made navigating the technology sales channel as challenging as navigating a dingy through a stormy sea. The blur

Published on: August 4th, 2017 Steve Proctor

5 ways to create a collective experience for clients

Strong partnerships between sellers and buyers were once considered the key to success in the marketplace. Yet, despite having the ability to customize products and include clients in the sales process, there was

Published on: July 25th, 2017 Colleen Francis

How to define your best customers

Recently we surveyed our loyal readers at EngageSelling.com, and asked them what they would rank as this year's top sales challenges in their respective organizations. We were really pleased with the feedback we

Published on: July 19th, 2017 Colleen Francis

Anticipating a loss? Then plan for growth

You can’t grow your business unless you are first able to predict losses. That’s not done with guesswork. It means having a reliable system to accurately forecast when clients are going to leave,

Published on: June 22nd, 2017 Colleen Francis

Don’t count time, make time count

I often receive time management questions from sales reps. This week I thought I would provide you some of the best time management tips I have used to help stay focused and make

Published on: June 5th, 2017 Colleen Francis

Technology’s role in sales: Adapt and adopt or get left behind

We’re now more than one generation deep into a Digital Revolution: one that is every bit as profound as the Industrial Revolution that preceded it, and we are still learning as we go

Published on: May 26th, 2017 Colleen Francis

3 more steps for building your inside track to accelerated sales

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here

Published on: May 15th, 2017 Colleen Francis

3 steps for building your inside track to accelerated sales

This column is the first of two parts from Colleen Francis. Look for part two in a future edition of CDN Now newsletter Improving the revenue-generating capacity of your business hinges on accelerated

Published on: May 5th, 2017 Colleen Francis

The Future of Sales: Building the right team for revenue success

This is the sixth column in a six part series on the future of sales that Colleen Francis wrote for the Adobe Document Cloud Blog. What does the future of sales look like? Having

Published on: April 28th, 2017 Colleen Francis