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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...

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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...

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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...

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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...

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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...

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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...

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coaching a 10yr old to cold call

Coach The Sale EP07 - Coaching A 10yr Old To Cold Call with Joe Beales

Can 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...

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EP06 - Carole Mahoney - From Inbound Marketer to Sales Coach

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...

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3 Signs Your Sales Team Needs 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?

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EP05 - Richard Smith - Fear of Cold Calling

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...

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EP04 - Dan Jourdan - Cold Call Mastery

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...

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6 ways to start sales coaching in 2019-1

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....

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EP03 - Brian Geery on embarking on sales coaching

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...

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EP02 - Mary Grothe on Sales Coaching vs Managing

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...

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EP01 - Adam Zais on Modern Sales Coaching

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...

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EP00 - Welcome To The 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...

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Why I pulled the plug on a recent demo

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...

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Are Your Sales Managers A 1950's Pit Crew_

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...

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Sales Coaching Infographic Blog Post

[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...

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A Refreshing Approach To Sales 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...

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5 Sales Role Play Essentials

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. ...

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8 deadly crutch words

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...

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4 Product Demo Mistakes and How to Fix Them Fast

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.

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A 5 Point Plan For Effective 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...

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Case Study - The Impact Of Sales Coaching

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.

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