Sales Coaching, Coach The Sale, Podcast

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?

Cold Calling, Coach The Sale, Podcast

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...

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

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.

Sales Coaching, Sales Performance, Sales Conversations

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. Some people aim to go...

Sales Coaching, Sales Demos, Coach The Sale, Podcast

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...

Sales Coaching, Conversation Intelligence, Coach The Sale, Podcast

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...

Sales Coaching, Coach The Sale, Podcast

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...

Coach The Sale, Podcast

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

Sales Demos

Why I Pulled The Plug On A Recent Demo

Me: “Can I make a suggestion” Suspect: “Sure” Me: “Based on everything you’ve said, in my opinion and do tell me if you disagree, I believe we should agree to end the demo early, we’re not a good...

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, Interviews

A Refreshing Approach To Sales Interviews

An interview is always a nerve racking time, I personally think those nerves are amplified in a sales role, where it is assumed that because you ‘sell’ you will be good at selling yourself!

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 Conversations

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 emotionally connect or...

Sales Demos

4 Product Demo Mistakes and How to Fix Them Fast

For many Sales Pros, the demo is the main event. It’s the culmination of your profiling and prospecting efforts and is you, and your product’s, time to shine.

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, Conversation Intelligence

Case Study - The Impact Of Sales Coaching

For the last 10 months, every Friday for 90 minutes I’ve been coached, and, in this post, I’ll share with you the impact it’s had on me with real data.

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...

Conversation Intelligence

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 decision is complete before...

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...

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.

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...

Call Centers

Call Center Coaching - The Path To Quality Assurance

Call center coaching is a vital part of Quality Assurance.  It ensures consistent high performance from staff members, keeping them fully equipped to handle calls in the best possible manner to...

Sales Conversations

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.