Kevin Beales

Kevin Beales

14 posts


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.

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...

Sales Coaching, Sales Conversations

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.

Sales Coaching

Why your sales team that suck, think they are great

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

Sales Coaching, Prospecting, Sales Conversations

13 Great Discovery Questions

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 revealed by gaining...

Sales Coaching

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% are in field sales...

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 decision much earlier!...

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 100+ global sales...

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 rock star reps, it’s...

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 mistake, however,...

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 be worth for a B2B...

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 time is limited and...

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?

QA - Quality Assurance or Quality Advancement?

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