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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...

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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.

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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...

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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.

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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’.

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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...

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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%...

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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...

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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...

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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...

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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...

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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...

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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...

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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?

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QA - Quality Assurance or Quality Advancement?

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

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Winning With Remote Sales In a Downturn

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

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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.

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