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 MoreCan you coach a 10yr old kid to cold call? The answer's yes and in Episode 7 of Coach The Sale I talk to Joe Beales - star of a video that at the time of writing has been...
Read MoreHere'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...
Read MoreAs 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?
Read MoreIf 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...
Read MoreIn 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...
Read MoreNew 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....
Read MoreIn 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...
Read MoreIn 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...
Read MoreIn 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...
Read MoreIf 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...
Read MoreMe: “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...
Read MoreI 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...
Read MoreThe 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...
Read MoreAn 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...
Read MoreEven 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. ...
Read MoreUsing 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...
Read MoreFor 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.
Read MoreOne research study after another shows that coaching makes a measurable, and substantial, improvement in the revenue performance of sales teams. Many organisations have...
Read MoreFor 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.
Read MoreRecent articles from two prominent sales leaders persuasively challenge conventional wisdom on sales coaching. Both articles are well worth your time by themselves, but for...
Read MoreI’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...
Read MoreIf 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...
Read MoreListening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.
Read MoreSelf 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...
Read MoreYour practical guide to succeeding with Remote Sales in challenging times.
In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week.