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Matt Hayman

Matt Hayman

25 posts

Podcast, Coach The Sale, Sales Coaching

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 in order to succeed...

Sales 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?

Podcast, Coach The Sale, 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 main factors holding...

Podcast, Coach The Sale, Conversation Intelligence, Prospecting, Cold Calling

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 calls.

Coach The Sale, Podcast, Sales Demos, 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 you don't deliver...

Coach The Sale, Podcast, Conversation Intelligence, Sales Coaching

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 performance, and how by...

Coach The Sale, Podcast, 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 individual and cultural...

Podcast, Coach The Sale

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 Sale

Conversation Intelligence

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 outdated and obsolete. The...

Sales Coaching

[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 and some of the key...

Sales Role Play

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. However, if used...

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 acknowledged this, and...

Sales Coaching

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 handy reference here...

Sales Coaching

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 the proper training...

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 Training, Sales Conversations, Sales Performance

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

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 experienced reps and the...

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...