Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process?

Worried or nervous about making cold calls? 11-year-old Joe Beales says: ‘Just get over it!’

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...

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...

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...

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...

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...

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...

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

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.

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.

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...

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.

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...

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...

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.

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?

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...

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...

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.

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...

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...

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. 

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 -...

"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...