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LinkedIn Live reactivation cold call breakdown

LinkedIn Live Cold Call Breakdown: 24th November 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith and our Head of New Business, Mark Ackers, break down a recent sales call to try and reactivate a prospect who...

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Richard Smith provides live cold call coaching on this LinkedIn Live session

LinkedIn Live Cold Call Breakdown: 14th October 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith breaks down a cold call and provides live coaching to Nia, the SDR who made the call.  They play the real cold...

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LinkedIn Live cold call breakdown from a content download.

LinkedIn Live Cold Call Breakdown: 7th October 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith, and Head of New Business, Mark Ackers, break down a cold call to a prospect who downloaded a lead magnet but...

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Discover key insights from the best moments of our Refract Sales Bootcamp Highlights.

Sales Bootcamp Highlights

In this Sales Bootcamp Highlights video, we cover the best moments of our Sales Bootcamp series that ran from March 16th to July 16th. This incredibly actionable resource is...

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Cold call breakdown with trust and radical honesty to booked meeting LinkedIn Live

LinkedIn Live Cold Call Breakdown: 23rd September 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith, breaks down a simple approach that resulted in a booked meeting for Refract.  He plays the real call and points...

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Remote Sales Success in the COVID Era

Remote Sales Success in the COVID Era

Whether you run an established remote sales team, or your office-based team has recently moved to homeworking, you'll understand that remote sales is an entirely different...

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Cold call breakdown objection 'not a priority right now' on LinkedIn Live

LinkedIn Live Cold Call Breakdown: 16th September 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith, breaks down how to respond to the objection, 'This is not a priority right now'.  He works through the real...

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Takeaways and insights from the refract sales coaching survey

Refract Sales Coaching Survey Takeaways

The impact of sales coaching shows in the survey results for reps across the board, giving key insights into sales coaching for high performing reps.  We surveyed hundreds of...

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How to Overcome 'New Norm' Sales Objections You'll Likely Face

How to Overcome 'New Norm' Sales Objections You'll Likely Face

Anybody who makes cold calls faces objections - it's part of life in sales.  However, during this 'New Normal' and unique selling environment, reps are consistently facing the...

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Booked Meeting Cold Call Breakdown LinkedIn Live

LinkedIn Live Cold Call Breakdown: 9th September 2020

In this LinkedIn Live session, our Head of Sales, Richard Smith, breaks down a real Refract cold call and provides an in-depth analysis.  He looks at what makes the call...

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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...

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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?

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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...

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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....

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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...

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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...

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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.

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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’...

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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!

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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...

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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...

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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...

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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...

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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...

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