The exercise of live observing reps (aka ‘riding along’) on sales calls has long been a tried and tested method for managers to become exposed to how their reps sell, in order to coach them to a...
If you’re reading this, I assume you lead a team of Inside Sales Reps who utilise the phone, email and social to generate qualified meetings for your closers, right?
You did all your homework in LinkedIn, Twitter, the standard ‘sales talk’ is complete and you’re armed with loads of good reasons for getting in touch. For some, you’ll be excited and champing at...
Open ended sales questions are the pinnacle of healthy sales conversations. Questions and probing techniques help buyers make purchasing decisions, without you needing to pitch or sell to them....
I was speaking with a prospect on a cold call last week about their aims to start getting better at improving their new hires. The topic of conversation switched to their experienced reps and the...
How can you ensure that the learning from any sales training or sales coaching initiative extends into the real world? In this video sales trainer extraordinaire Dave Kurlan shared his insights on...
Linkedin kindly congratulated me one morning last week on my 2 year anniversary at Refract. And what a journey it's been, anyone who's worked in startup land knows how quickly things change week...
We're pleased to announce that as of Wednesday 21st February 2018, Refract will complete the first stage of Salesforce.com integration, beginning with an often requested feature - single sign on.
When it comes to starting a sales conversation these days there three main avenues to choose from. 1) send an email, 2) cold call and 3) use LinkedIn. Some might argue that an InMail is close...
Cold calling can be a daunting prospect. The thought that you are a calling a person unannounced and hoping they will listen to you long enough to introduce yourself is something nearly all sales...
The IDC predicted that within just 2 years, 72% of the US workforce will be ‘mobile’ as the rest of the work population catches up with the sales profession, for whom over 70% are in field sales...
The information age delivers us an unending stream of sales-related metrics. But when it comes to sales performance management, does this torrent of data leave you happily surfing the wave or just...
Sales kickoffs have a cluster of important goals: Motivational, inspirational, informational, educational and strategic to cite just a few. Little wonder then that the impact of such a complex,...
Over the next 4.5 minutes, you’ll decide whether this was a great article, just about worthwhile or a complete waste of your valuable time - appreciating you may make that decision much earlier!...
One of the most enlightening things was said to me by a prospect last week on one of my sales calls, when I asked about how seriously their managers take coaching within their 100+ global sales...
Let’s face it, we all make bad hiring decisions - at least with the benefit of hindsight. Whilst we may strive for sifting and recruitment strategies that should leave us with rock star reps, it’s...
Email outreach is a component of sales that, in these days of widespread automation and technical wizardry, is often under-appreciated and frankly taken for granted. Make no mistake, however,...
Sales reps who receive just 3 hours coaching a month, boost their revenue by 17% according to a study by the Sales Executive Council. So I was keen to see how much that could be worth for a B2B...
Saturday morning’s normally start the same way for me, a cup of tea on the sofa with a peruse of the paper followed by James Martin’s Saturday Kitchen whilst I think up my weekend plans and...
In a previous blog I posted on SaaScribe, I banged the drum for the average sales person – hiring a team of rock stars may be an aspired goal, but its not a realistic one where time is limited and...
We’ve been on somewhat of a hiring drive here recently at Refract. With hiring new sales guys comes the responsibility of getting reps up to speed as quick as possible. I speak with a lot of Sales...
