Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP14 - Business Development Done Right

What does great business development look like? It can be hard to know exactly who to hire for important sales roles, and it’s equally challenging knowing how to handle legacy staff members who...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP13 - Implementing Strategic Sales Growth

We all want our teams to succeed and our businesses to grow,  but timing is of paramount importance. It's not always easy knowing when to put a plan into action, or where to allocate resources.

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP12 - Sales & Marketing Unite!

Why is it that separate Sales and Marketing divisions from the same company, with the same goals, and the same direction, can spend so much of their valuable energy competing against one another?

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP11 - Developing A Sales Coaching Culture and Mindset

Self-improvement is one of most easily accessible pillars of success for every sales professional who is serious about managing their career growth. On this episode of Coach The Sale, we delve...

Vacancies

We're Hiring - Customer Support Specialist

Refract are looking for a Customer Support Specialist to deliver amazing customer experiences, helping increase customer satisfaction rates, making sure our users love our support and guidance as...

Vacancies

We're Hiring - Customer Success Manager

Refract are looking for a Customer Success Manager. Taking our customers all the way through the customer lifecycle and representing the voice of the customer. Find out more.

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP10 - Overcoming The Need For Approval In Sales

Need for approval in sales can be so detrimental - getting in the way of asking tough questions, limiting where a sales conversation goes, and undermining the progress of a sale. Understanding...

Cold Calling, Sales Conversations

Cold Calling Tips - A Six Stage Model For Improvement

There's one question I seem to field from sales reps on a frequent basis, more than any other: What are your best cold calling tips to improve effectiveness? And my response? I give more than...

Sales Coaching, Interviews, Coach The Sale, Podcast

Coach The Sale EP09 - How To Recruit A Great Fit Sales Team

How do you attract and recruit great fit candidates for sales roles? Today I'm speaking with Author, Speaker, Podcast Host, and Sales Trainer - Wes Schaeffer, The Sales Whisperer. 

Sales Coaching, Interviews, Coach The Sale, Podcast

Coach The Sale EP08 - How Listening To Sales Calls Drives Massive Growth

Listening to sales conversations is the vital first step in helping sales teams grow. In this episode I'm speaking with Sam Patel (Inside Sales Director) and Nicola Storer (Inside Sales Manager -...

Conversation Intelligence

Ever Suffered From Competitor Reflux?

"I worked with one of my clients recently and used their 'competitor X' account.” This was the line I heard when coaching one of the Refract team’s calls last week to a Sales Training/Coaching...

Sales Coaching, Cold Calling, Coach The Sale, Podcast

Coach The Sale EP07 - Coaching A 10yr Old To Cold Call with Joe Beales

Can you coach a 10yr old kid to cold call? The answer's yes and in Episode 7 of Coach The Sale I talk to Joe Beales - star of a video that at the time of writing has been viewed over 100,000 times...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP06 - Carole Mahoney - Inbound Marketer to Outbound Sales Coach

Here's episode 6 of Coach The Sale. Carole Mahoney founded a marketing agency but soon realized that overly relying on inbound opportunities wasn't going to be enough, and that in order to succeed...

Sales Coaching

3 Signs Your Sales Team Needs Coaching

As a sales coach, people always ask me two things: Why does coaching for sales teams matter and how do I know my team needs it?

Cold Calling, Coach The Sale, Podcast

Coach The Sale EP05 - Overcoming The Fear of Cold Calling with Rich Smith

If you have a fear of cold calling, or you manage people who do, then this is the episode for you. Refract's Co-Founder and Head of Sales Rich Smith and I discuss one of the main factors holding...

Cold Calling, Prospecting, Conversation Intelligence, Coach The Sale, Podcast

Coach The Sale EP04 - Dan Jourdan - Cold Call Mastery

In today's episode (EP04) I'm speaking with Dan Jourdan, the Sales Energizer, and as his name suggests he's not lacking when it comes to energy or enthusiasm for making sales calls.

Sales Coaching, Sales Performance, Sales Conversations

6 Ways To Start Sales Coaching In 2019 - When you don’t know where to begin

New Year, New You! I’m sure we’ve all heard this phrase before, and perhaps have been asking ourselves the question of what new resolution we will take up as we begin 2019. Some people aim to go...

Sales Coaching, Sales Demos, Coach The Sale, Podcast

Coach The Sale Podcast EP03 - Brian Geery - Embarking On Your Sales Coaching Journey

In this episode I'm sitting down with Brian Geery, Managing Partner at CEO of SalesNV, where he and his colleagues support sales professionals to deliver better sales demos. If you don't deliver...

Sales Coaching, Conversation Intelligence, Coach The Sale, Podcast

Coach The Sale Podcast EP02 - Mary Grothe on Sales Coaching vs Managing

In episode 2 of Coach The Sale I'm discussing a hot sales topic - coaching versus managing, with Mary Grothe. Examining how individual mindset and motivation drives sales performance, and how by...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale Podcast EP01 - Adam Zais on Modern Sales Coaching

In our first Coach The Sale podcast episode we have Adam Zais with us to discuss modern sales coaching, nurturing and developing a sales coaching mindset, challenging individual and cultural...

Coach The Sale, Podcast

Coach The Sale Podcast EP00 - Welcome To The Podcast

If you're a sales professional or sales leader who's focused on developing your own skills, and those around you, then we hope you're going to enjoy our new podcast - Coach The Sale

Sales Demos

Why I Pulled The Plug On A Recent Demo

Me: “Can I make a suggestion” Suspect: “Sure” Me: “Based on everything you’ve said, in my opinion and do tell me if you disagree, I believe we should agree to end the demo early, we’re not a good...

Conversation Intelligence

Are Your Sales Managers A 1950's Pit Crew?

I love this video, and the story it tells about the impact of technology - It's ability to transform performance and render what once appeared ground breaking and modern outdated and obsolete. The...

Sales Coaching

[Infographic] The Impact of Sales Coaching

The results are in, the evidence is clear - Sales coaching can have a transformational impact on sales performance. In this infographic we break down the extent of the impact and some of the key...

Sales Role Play, Interviews

A Refreshing Approach To Sales Interviews

An interview is always a nerve racking time, I personally think those nerves are amplified in a sales role, where it is assumed that because you ‘sell’ you will be good at selling yourself!