Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP21 - Coaching A Modern Sales Organization

Does a SaaS company like Wistia really need a Sales function? Pete von Burchard (VP of Sales and Customer Success), joins me to discuss how pivotal to revenue and growth Sales is at Wistia, and...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP20 - Why Authenticity Sells

How authentic are you in your sales conversations? Do you feel the need to have a polished persona of business professionalism that doesn't reflect who you are in any way? Dale Dupree's on a...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP19 - Your Sales Methodology Is Irrelevant

Your sales methodology is irrelevant, that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices...

SDR, Sales Coaching, Sales Performance

5 Tips to Scale Your Sales Team and Create Repeatable Outcomes

I remember playing with Grow Monsters - those expandable water toys that grow five times or more their original size after a few days in water. It was fun to see a tiny dinosaur come out of the...

Sales Coaching, Cold Calling, Sales Call Eavesdrop

Sales Call Eavesdrop - Cold Call Edition

How do you deal with a prospect saying: 'Send me some information'?  How important is active listening when you make cold calls? How should you open a cold call? For answers to these questions and...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP18 - How To Have Better Discovery Conversations

Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters without proper...

SDR, Sales Coaching, Cold Calling, Sales Training, Interviews

10 Steps to Turn Fresh Reps Into Confident Cold Callers

How do you take somebody with no cold calling experience whatsoever, to being a fully competent and confident prospecting superstar?

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP17 - The Path to SDR Success

In today's episode, we're talking all things SDR with the one and only Morgan J. Ingram, host of The SDR Chronicles, a popular YouTube channel where Morgan documents his SDR sales journey.

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP16 - The Power of Sales Process

There are few subjects that generate as much enthusiasm and excitement amongst sales professionals as sales process. Well, maybe not... But that's about to change.

Vacancies

We're Hiring - Business Development Manager

Refract are looking for an excellent, experienced Business Development Manager to join our team here in Newcastle. Based at ‘The Core’ in the Centre of Newcastle, we’re building a world class SaaS...

Sales Coaching, Coach The Sale, Podcast

Coach The Sale EP15 - Sales Onboarding Done Right

Effective sales onboarding is critical when you’re ready to grow your sales team and set up new hires for success whilst avoiding disrupting the successful team you already have in place.

Prospecting

Refract's Guide To Prospecting Days

At Refract, every month we host a prospecting day, a day where everyone in sales comes together to do one thing and one thing only, hit the phones! In a unique way these days amplify the successes...

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...

Cold Calling, Sales Conversations, Sales Training

Can You Coach A 10yr Old to Make Cold Calls

Last Friday, I coached 10-year-old Joseph Beales (Our CEO's son) at Refract in the ‘art’ of cold calling, and that same afternoon he hit the phones putting what he learnt into action…

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...