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...

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...

Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.

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 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...

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.

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’ ride-along would be so...

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!

Earlier this week we sat down with Peter Cohan (The Second Derivative) and Brian Geery (SalesNv) to discuss how software vendors can best position themselves in relation to their competitors...

5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!

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 planning and post –call...

Being a sales manager is a demanding role, with an ever-changing set of priorities, skills and expectations. We reached out to 6 international sales coaches seeking answers to this question: What...

93% of Americans rated their own driving skills as ‘above average’.

Although the titles have changed over the years I've always considered myself to be working in the behaviour change business. Whether it was working in sales fresh out of University, a pivot to...

Sales revenue is won and lost in discovery - the crucial call or part of the process where opportunities are qualified for fit, whilst the compelling reasons to buy are revealed by gaining...

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 to coach them to a...

If you’re reading this, I assume you lead a team of Inside Sales Reps who utilise the phone, email and social to generate qualified meetings for your closers, right?

You did all your homework in LinkedIn, Twitter, the standard ‘sales talk’ is complete and you’re armed with loads of good reasons for getting in touch. For some, you’ll be excited and champing at...

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 or sell to them....

I was speaking with a prospect on a cold call last week about their aims to start getting better at improving their new hires. The topic of conversation switched to their experienced reps and the...

How can you ensure that the learning from any sales training or sales coaching initiative extends into the real world? In this video sales trainer extraordinaire Dave Kurlan shared his insights on...

Linkedin kindly congratulated me one morning last week on my 2 year anniversary at Refract. And what a journey it's been, anyone who's worked in startup land knows how quickly things change week...

We're pleased to announce that as of Wednesday 21st February 2018, Refract will complete the first stage of Salesforce.com integration, beginning with an often requested feature - single sign on.

If you work in sales, I know two words that will make most of you ‘Shudder” … ROLE. PLAY.

When it comes to starting a sales conversation these days there three main avenues to choose from. 1) send an email, 2) cold call and 3) use LinkedIn. Some might argue that an InMail is close...