Blog

Refract Sales Bootcamp Replay - 21st May

It's the seventh Prospecting Sales Bootcamp, this time with a more focused session on Discovery Calls.

Read More

Prospecting Sales Bootcamp Replay - 7th May

It's the sixth Prospecting Sales Bootcamp, we're back with a packed schedule and fresh ideas to level jump your prospecting.

Read More

Prospecting Sales Bootcamp Replay - 23rd April

After a one week break the Prospecting Sales Bootcamp returned, building on the success of previous sessions we continued the theme of a fun 'no BS' approach to sharing ideas...

Read More

Prospecting Sales Bootcamp Replay - 9th April

Last week we held the fourth of our hugely successful Prospecting Sales Bootcamp webinars - with over 1000 registrations to date and amazing feedback on our no BS approach to...

Read More
coaching remote sales teams today

10 Reasons Why Coaching Remote Sales Teams Today is Non-Negotiable

With the world around us changing in every regard during this madness, making the switch to remote has brought varying levels of challenge to implement, but much of the impact...

Read More

Webinar Replay - Coaching for Seven Habits for Stunningly Successful Demos

Traditional-average demos – and traditional-average demo delivery – today is simply insufficient.

Read More

Webinar Replay - Sales For Kids with Joe Beales

He's the second most famous Joe on the internet - please welcome back to the Refract blog - 11yr old Joe Beales.

Read More

Prospecting Sales Bootcamp Replay - 2nd April

After the success of our last Sales Prospecting Bootcamp we followed up this, our third session, crammed full of top sales tactics to help in challenging times.

Read More

Coach The Sale EP23 - Life As An In-House Sales Coach

Many times on the show we've spoken to external sales coaches and trainers but this episode is a little different, Rob Cucurull joins us to discuss life as an internal sales...

Read More

Prospecting Sales Bootcamp Replay - 26th March 2020

After the success of our last Sales Prospecting Bootcamp we followed up with another session crammed full of top sales tactics to help in challenging times.

Read More

Prospecting Sales Bootcamp Replay - 19th March 2020

Over 600 people joined us for just over an hour of tips, tricks, techniques, and playbooks on our Refract Sales Prospecting Bootcamp, learning new ideas to create some pipeline...

Read More

We're Hiring - Customer Success Manager

Refract are looking for a Customer Success Manager to deliver amazing customer experiences, helping increase customer satisfaction rates, making sure our users love our support...

Read More

Turn Sales Role Play Into Revenue

At the ripe old age of 36, I’m now comfortable classifying myself as a ‘seasoned’ sales professional having been perfecting my sales approach for the last 15 years. However,...

Read More
Josh Braun EP22

Coach The Sale EP22 - Empathy, Milkshakes and Shotguns

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

Read More
Joes Cold Calling Journey 6 Months On

11yr old Joe's Cold Calling Journey Continues

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

Read More
EP21 - Pete von Burchard

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...

Read More
EP20 - Why Authenticity Sells with Dale Dupree

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...

Read More
EP19 - Kevin Dorsey

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...

Read More
scale your sales team

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...

Read More
SCE - Cold Calling Edition

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...

Read More
EP18 - How to have better discovery conversations with Andy Paul

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...

Read More
cold calling confidence

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?

Read More
EP17 - The Path to SDR Success with Morgan J Ingram

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...

Read More
EP16 - The Power of Sales Process with George Brontén

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.

Read More
Business Development Manager

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...

Read More
EP15 - Sales Onboarding Done Right with John Lund and Matt Schultz

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...

Read More
Refracts Guide To Prospecting Days

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...

Read More
EP14 - Business Development Done Right w Caryn Kopp

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...

Read More
EP13 - Implementing Strategic Sales Growth with Amir Reiter

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...

Read More
EP12 - Sales and Marketing Unite with Darryl P

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...

Read More
EP11 - Developing A Sales Coaching Culture and Mindset

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...

Read More
CS Role

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.

Read More
EP10 - Overcoming The Need For Approval In Sales

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...

Read More
Cold Calling Tips - A Six Stage Model For Improvement

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...

Read More
Coach The Sale Podcast - EP09 - Recruiting a great fit sales team

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...

Read More
Coach The Sale Podcast - EP08 - Listening To Sales Conversations

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...

Read More
Competitor Reflux

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...

Read More
Can You Coach A 10yr To Make Cold Calls (1)-1

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...

Read More
coaching a 10yr old to cold call

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...

Read More
EP06 - Carole Mahoney - From Inbound Marketer to Sales Coach

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...

Read More
3 Signs Your Sales Team Needs 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?

Read More
EP05 - Richard Smith - Fear of Cold Calling

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...

Read More
EP04 - Dan Jourdan - Cold Call Mastery

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...

Read More
6 ways to start sales coaching in 2019-1

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....

Read More
EP03 - Brian Geery on embarking on sales coaching

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...

Read More
EP02 - Mary Grothe on Sales Coaching vs Managing

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...

Read More
EP01 - Adam Zais on Modern Sales Coaching

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...

Read More
EP00 - Welcome To The 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...

Read More
Why I pulled the plug on a recent demo

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...

Read More
Are Your Sales Managers A 1950's Pit Crew_

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...

Read More
Sales Coaching Infographic Blog Post

[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...

Read More
A Refreshing Approach To Sales 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...

Read More
5 Sales Role Play Essentials

5 Sales Role Play Essentials

Even though sales role-play within sales coaching is not a new concept, the way in which it’s often used in companies can be detrimental to the company and its salespeople. ...

Read More
8 deadly crutch words

8 Deadly Crutch Words and Phrases

Using ineffective and poor crutch words and phrases can damage your sales conversations. In the modern world, where sales is driven by science, our choice of vocabulary can...

Read More
4 Product Demo Mistakes and How to Fix Them Fast

4 Product Demo Mistakes and How to Fix Them Fast

For many Sales Pros, the demo is the main event. It’s the culmination of your profiling and prospecting efforts and is you, and your product’s, time to shine.

Read More
A 5 Point Plan For Effective Sales Coaching

A 5 Point Plan For Effective Sales Coaching

One research study after another shows that coaching makes a measurable, and substantial, improvement in the revenue performance of sales teams. Many organisations have...

Read More
Case Study - The Impact Of Sales Coaching

Case Study - The Impact Of Sales Coaching

For the last 10 months, every Friday for 90 minutes I’ve been coached, and, in this post, I’ll share with you the impact it’s had on me with real data.

Read More
Conventional Sales Coaching Wisdom Challenged

Conventional Sales Coaching Wisdom Challenged

Recent articles from two prominent sales leaders persuasively challenge conventional wisdom on sales coaching. Both articles are well worth your time by themselves, but for...

Read More
Conversation Intelligence - Competition Crusher

Five ways conversation intelligence tech will help crush your competition

I’ve often found that as sales people, we spend our lives worrying about the competition. And it’s a fair concern. It's understood now that 57% of a prospect’s purchase...

Read More
Sales Coaching The Disconnect Epidemic

Sales Coaching: The Disconnect Epidemic

If salespeople represent the blood coursing through the veins of a modern business, sales coaches can be thought of as the heartbeat. As we've highlighted many times - without...

Read More
Not Listening To Sales Calls

Why Your Manager Doesn't Review Your Sales Calls

Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.

Read More
Blog - Self Reflection in Sales

6 Steps To Self Reflection In Sales

Self reflection is the gateway to learning from experience, for both sales professionals, and the people responsible for coaching them. The tricky part is finding the time to...

Read More
Call Center Coaching

Call Center Coaching - The Path To Quality Assurance

Call center coaching is a vital part of Quality Assurance.  It ensures consistent high performance from staff members, keeping them fully equipped to handle calls in the best...

Read More
6 Ways To Improve Your Sales Vocabulary

6 Ways To Improve Your Sales Vocabulary

The science of effective sales conversations lies partly with the language we use to elicit the desired reactions and emotions of the prospects we speak with.

Read More
5 Flaws Of Dated Sales Coaching

5 Flaws of Dated Sales Coaching - and how to fix them

When I was starting off in the world of sales some ten years or so ago, I would infrequently be accompanied by my manager to sales meetings. The purpose of this ‘in field’...

Read More
Conversation Intelligence-1

Conversation Intelligence - Defeating Sales Tool Overwhelm

Are you familiar with the phrase ‘chuck enough mud at the wall and soon enough some will stick?’ Well that's the ‘clean’ version anyway!

Read More
webinar video highlight reel 5th June

[Video] Webinar Highlights - Competitive Positioning in Your Software Demo

Earlier this week we sat down with Peter Cohan (The Second Derivative) and Brian Geery (SalesNv) to discuss how software vendors can best position themselves in relation to...

Read More
Retail Blog Post

What can SaaS sales leaders learn from the world of Retail?

5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!

Read More
Good Call - Bad Call Blog Post

The Worst Coaching Conversation We've Ever Seen

Effective sales coaching stems from having effective conversations. Myself and Adam Zais of Kurlan Associates, recently wrote about the impact having great quality pre-call...

Read More
Essential Sales Manager Skills Roundup

6 Sales Leaders Share Their Essential Sales Manager Skills

Being a sales manager is a demanding role, with an ever-changing set of priorities, skills and expectations. We reached out to 6 international sales coaches seeking answers to...

Read More
Why your sales team that suck

Why your sales team that suck, think they are great

93% of Americans rated their own driving skills as ‘above average’.

Read More
Blog - 8 Techniques

8 Techniques Sales Pros Can Borrow From The Helping Professions

Although the titles have changed over the years I've always considered myself to be working in the behaviour change business. Whether it was working in sales fresh out of...

Read More
13 Great Discovery Questions

13 Great Sales Discovery Questions | Close More Deals Remotely

Sales revenue is won and lost in discovery - the crucial call or part of the process where opportunities are qualified for fit, whilst the compelling reasons to buy are...

Read More
Why side-by-side sales coaching is dead

Why side-by-side sales coaching is dead

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...

Read More
The-Key-to-Impactful-Inside-Sales-Training

The Key to Impactful Inside Sales Training

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?

Read More
Do-You-Need-A-Cold-Calling-Script

Do You Need A Cold Calling Script?

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...

Read More
50-Probing-Questions-For-Sales-Conversations-7

50 Probing Questions For Sales Conversations

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...

Read More
Not-Coaching-Sales-Poeple

Not coaching your experienced sales people? You're making a huge mistake.

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...

Read More
How-To-Maximise-Sales-Training-Effectiveness

How To Maximise Sales Training Effectiveness [Video]

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...

Read More
sales-prospecting-tips

2 Years in the Trenches - Lessons Learnt Building a Prospecting Machine

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...

Read More
Salesforce-Integration

Salesforce Integration Is Here

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...

Read More
Sales-Role-Play

Sales Role Play - Does It Make You Shudder?

If you work in sales, I know two words that will make most of you ‘Shudder” … ROLE. PLAY.

Read More
Blog---Ways-to-Open-a-Sales-Conversation-1--2--3

Ways to Open a Sales Conversation 1, 2, 3

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...

Read More
Eat-Sleep-Sell-Repeat--1-

Eat, Sleep, Sell, Repeat

Creating an effective, efficient, and reliable action plan to increase sales is the Holy Grail for all sales teams.

Read More
cold-calling-tips---5-ways-to-improve-cold-calling-1

Five steps to rapidly increase cold call success rates

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...

Read More
Coach-Remote-and-Field-Based-Sales-Teams-1

Out of Sight….. 3 ways to effectively coach remote and field based sales teams

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%...

Read More
Blog---The-Six-Ways-You-Should-Be-Measuring-Sales-Performance

6 Sales Performance Metrics You Can Use Today

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...

Read More
Sales-Kickoff-Effectiveness-3

5 Ways to Boost Your Sales Kickoff Effectiveness

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...

Read More
Blog---6-000--1-

6,000 reasons why your CRM won’t improve sales performance

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...

Read More
AAMABADGAAoAAQAAAAAAAAz4AAAAJGEyOTY2OWRjLTAwN2UtNDhhZS04NzcyLWI3ZjQzOTM3NGRjNQ business-1302849_1280

Why are you coaching deals rather than coaching skills?

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...

Read More
baseball-1536097_1280

Coach Up or Coach Out? - Why Coachability is all that matters

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...

Read More
hand-1030571_1280

Sales Teams: Its time to take more pride in your outbound email efforts

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...

Read More
dollar-941246_1920

Are you leaving $27m on the table?

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...

Read More
mark-article

I coached our CEO at 8am on Saturday morning – from my sofa.

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...

Read More
Banging-The-Drum-For--Middle-Of-The-Road-Coaching

Banging the drum for 'middle of the road' coaching

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...

Read More
phone-735062_1920

How effective role-play gets my new sales reps effective within one week

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...

Read More
smartphone-431230_1920

The One Dial in Sales That Has To Be Turned to 11

How much does it cost to create a qualified opportunity in your business?

Read More
ffffffffffffffff

When the right man for the [sales] job is a woman

Yesterday was International Women’s Day. I’m sorry to admit that I only knew that because Google told me (good old Google). Now, I’m in sales and so my first thought was...

Read More
call-center-1015274_1920

QA - Quality Assurance or Quality Advancement?

Looking beyond Minimum Acceptable Standards and making every evaluated call result in performance improvement.

Read More
684114

Coaching - Who really cares about it the most in your company?

Last week I spent some time with a Senior Head of Enablement at a Fortune 500 company, understanding their current approach to sales coaching. I went through some key...

Read More
bobsled-643397_1280

New Enhancements to Refract - Peer-to-Peer Coaching and Collaboration.

Are you a manager? If you are, it’s very possible that you spend at least a small part of your otherwise-extremely-busy day putting out fires and scraping deadlines lamenting...

Read More
bruceplusspringsteen_crowd

The Boss understands the importance of consistency, so why don't you?

“Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose, and of action over a long period of time.”-Bruce Springsteen What...

Read More

Popular Posts

Winning With Remote Sales In a Downturn

Your practical guide to succeeding with Remote Sales in challenging times.

remote sales mock shadow-trans Request A Copy

The SaaS Sales Coaching Blueprint

In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week.

4 The SaaS Sales Coaching Blueprint - Mockup cropped Request a copy