Over 600 people joined us for just over an hour of tips, tricks, techniques, and playbooks on our Refract Sales Prospecting Bootcamp, learning new ideas to create some pipeline...
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At the ripe old age of 36, I’m now comfortable classifying myself as a ‘seasoned’ sales professional having been perfecting my sales approach for the last 15 years. However,...
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Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process?
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Worried or nervous about making cold calls? 11-year-old Joe Beales says: ‘Just get over it!’
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Does a SaaS company like Wistia really need a Sales function? Pete von Burchard (VP of Sales and Customer Success), joins me to discuss how pivotal to revenue and growth Sales...
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How authentic are you in your sales conversations? Do you feel the need to have a polished persona of business professionalism that doesn't reflect who you are in any way? Dale...
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Your sales methodology is irrelevant, that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility...
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I remember playing with Grow Monsters - those expandable water toys that grow five times or more their original size after a few days in water. It was fun to see a tiny...
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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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Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters...
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How do you take somebody with no cold calling experience whatsoever, to being a fully competent and confident prospecting superstar?
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In today's episode, we're talking all things SDR with the one and only Morgan J. Ingram, host of The SDR Chronicles, a popular YouTube channel where Morgan documents his SDR...
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There are few subjects that generate as much enthusiasm and excitement amongst sales professionals as sales process. Well, maybe not... But that's about to change.
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Effective sales onboarding is critical when you’re ready to grow your sales team and set up new hires for success whilst avoiding disrupting the successful team you already...
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At Refract, every month we host a prospecting day, a day where everyone in sales comes together to do one thing and one thing only, hit the phones! In a unique way these days...
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What does great business development look like? It can be hard to know exactly who to hire for important sales roles, and it’s equally challenging knowing how to handle legacy...
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We all want our teams to succeed and our businesses to grow, but timing is of paramount importance. It's not always easy knowing when to put a plan into action, or where to...
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Why is it that separate Sales and Marketing divisions from the same company, with the same goals, and the same direction, can spend so much of their valuable energy competing...
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Self-improvement is one of most easily accessible pillars of success for every sales professional who is serious about managing their career growth. On this episode of Coach...
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Need for approval in sales can be so detrimental - getting in the way of asking tough questions, limiting where a sales conversation goes, and undermining the progress of a...
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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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How do you attract and recruit great fit candidates for sales roles? Today I'm speaking with Author, Speaker, Podcast Host, and Sales Trainer - Wes Schaeffer, The Sales...
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Listening to sales conversations is the vital first step in helping sales teams grow. In this episode I'm speaking with Sam Patel (Inside Sales Director) and Nicola Storer...
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"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...
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Last Friday, I coached 10-year-old Joseph Beales (Our CEO's son) at Refract in the ‘art’ of cold calling, and that same afternoon he hit the phones putting what he learnt into...
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