<img src="https://trc.taboola.com/1307597/log/3/unip?en=page_view" width="0" height="0" style="display:none">

Blog

Prospecting Sales Bootcamp Replay - 19th March 2020

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...

Read More

Turn Sales Role Play Into Revenue

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,...

Read More
Josh Braun EP22

Coach The Sale EP22 - Empathy, Milkshakes and Shotguns

Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process?

Read More
Joes Cold Calling Journey 6 Months On

11yr old Joe's Cold Calling Journey Continues

Worried or nervous about making cold calls? 11-year-old Joe Beales says: ‘Just get over it!’

Read More
EP21 - Pete von Burchard

Coach The Sale EP21 - Coaching A Modern Sales Organization

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...

Read More
EP20 - Why Authenticity Sells with Dale Dupree

Coach The Sale EP20 - Why Authenticity Sells

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...

Read More
EP19 - Kevin Dorsey

Coach The Sale EP19 - Your Sales Methodology Is Irrelevant

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...

Read More
scale your sales team

5 Tips to Scale Your Sales Team and Create Repeatable Outcomes

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...

Read More
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...

Read More
EP18 - How to have better discovery conversations with Andy Paul

Coach The Sale EP18 - How To Have Better Discovery Conversations

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...

Read More
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?

Read More
EP17 - The Path to SDR Success with Morgan J Ingram

Coach The Sale EP17 - The Path to SDR Success

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...

Read More
EP16 - The Power of Sales Process with George Brontén

Coach The Sale EP16 - The Power of Sales Process

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.

Read More
EP15 - Sales Onboarding Done Right with John Lund and Matt Schultz

Coach The Sale EP15 - Sales Onboarding Done Right

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...

Read More
Refracts Guide To Prospecting Days

Refract's Guide To Prospecting Days

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...

Read More
EP14 - Business Development Done Right w Caryn Kopp

Coach The Sale EP14 - Business Development Done Right

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...

Read More
EP13 - Implementing Strategic Sales Growth with Amir Reiter

Coach The Sale EP13 - Implementing Strategic Sales Growth

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...

Read More
EP12 - Sales and Marketing Unite with Darryl P

Coach The Sale EP12 - Sales & Marketing Unite!

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...

Read More
EP11 - Developing A Sales Coaching Culture and Mindset

Coach The Sale EP11 - Developing A Sales Coaching Culture and Mindset

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...

Read More
EP10 - Overcoming The Need For Approval In Sales

Coach The Sale EP10 - Overcoming The Need For Approval In Sales

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...

Read More
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...

Read More
Coach The Sale Podcast - EP09 - Recruiting a great fit sales team

Coach The Sale EP09 - How To Recruit A Great Fit Sales Team

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...

Read More
Coach The Sale Podcast - EP08 - Listening To Sales Conversations

Coach The Sale EP08 - How Listening To Sales Calls Drives Massive Growth

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...

Read More
Competitor Reflux

Ever Suffered From Competitor Reflux?

"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...

Read More
Can You Coach A 10yr To Make Cold Calls (1)-1

Can You Coach A 10yr Old to Make Cold Calls?

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...

Read More

Popular Posts

Winning With Remote Sales In a Downturn

Your practical guide to succeeding with Remote Sales in challenging times.

remote sales mock shadow-trans Request A Copy

The SaaS Sales Coaching Blueprint

In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week.

4 The SaaS Sales Coaching Blueprint - Mockup cropped Request a copy