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Blog

Call Center Coaching

Call Center Coaching - The Path To Quality Assurance

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...

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6 Ways To Improve Your Sales Vocabulary

6 Ways To Improve Your Sales Vocabulary

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.

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5 Flaws Of Dated Sales Coaching

5 Flaws of Dated Sales Coaching - and how to fix them

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’...

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Conversation Intelligence-1

Conversation Intelligence - Defeating Sales Tool Overwhelm

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!

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webinar video highlight reel 5th June

[Video] Webinar Highlights - Competitive Positioning in Your Software Demo

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...

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Retail Blog Post

What can SaaS sales leaders learn from the world of Retail?

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

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Good Call - Bad Call Blog Post

The Worst Coaching Conversation We've Ever Seen

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...

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Essential Sales Manager Skills Roundup

6 Sales Leaders Share Their Essential Sales Manager Skills

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...

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Why your sales team that suck

Why your sales team that suck, think they are great

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

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Blog - 8 Techniques

8 Techniques Sales Pros Can Borrow From The Helping Professions

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...

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13 Great Discovery Questions

13 Great Sales Discovery Questions | Close More Deals Remotely

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...

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Why side-by-side sales coaching is dead

Why side-by-side sales coaching is dead

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...

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The-Key-to-Impactful-Inside-Sales-Training

The Key to Impactful Inside Sales Training

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?

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Do-You-Need-A-Cold-Calling-Script

Do You Need A Cold Calling Script?

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...

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50-Probing-Questions-For-Sales-Conversations-7

50 Probing Questions For Sales Conversations

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...

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Not-Coaching-Sales-Poeple

Not coaching your experienced sales people? You're making a huge mistake.

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...

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How-To-Maximise-Sales-Training-Effectiveness

How To Maximise Sales Training Effectiveness [Video]

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...

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sales-prospecting-tips

2 Years in the Trenches - Lessons Learnt Building a Prospecting Machine

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...

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Salesforce-Integration

Salesforce Integration Is Here

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...

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Sales-Role-Play

Sales Role Play - Does It Make You Shudder?

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

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Blog---Ways-to-Open-a-Sales-Conversation-1--2--3

Ways to Open a Sales Conversation 1, 2, 3

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...

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Eat-Sleep-Sell-Repeat--1-

Eat, Sleep, Sell, Repeat

Creating an effective, efficient, and reliable action plan to increase sales is the Holy Grail for all sales teams.

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cold-calling-tips---5-ways-to-improve-cold-calling-1

Five steps to rapidly increase cold call success rates

Cold calling can be a daunting prospect. The thought that you are a calling a person unannounced and hoping they will listen to you long enough to introduce yourself is...

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Coach-Remote-and-Field-Based-Sales-Teams-1

Out of Sight….. 3 ways to effectively coach remote and field based sales teams

The IDC predicted that within just 2 years, 72% of the US workforce will be ‘mobile’ as the rest of the work population catches up with the sales profession, for whom over 70%...

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Blog---The-Six-Ways-You-Should-Be-Measuring-Sales-Performance

6 Sales Performance Metrics You Can Use Today

The information age delivers us an unending stream of sales-related metrics. But when it comes to sales performance management, does this torrent of data leave you happily...

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

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