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Matt Hayman

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 invest in self...

Sales Coaching, Sales Performance

[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 their competitors...

Sales Performance, Sales Conversations, Sales Training

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 this question: What...

Sales Conversations

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 University, a pivot to...

Sales Coaching

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 shared his insights on...

Product Update

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 feature - single sign on.

Sales Kickoff

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 of such a complex,...

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 ‘what’s the best way to...

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 qualification questions such...

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 is the one word...