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Conventional Sales Coaching Wisdom Challenged

Conventional Sales Coaching Wisdom Challenged

Recent articles from two prominent sales leaders persuasively challenge conventional wisdom on sales coaching. Both articles are well worth your time by themselves, but for...

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Conversation Intelligence - Competition Crusher

Five ways conversation intelligence tech will help crush your competition

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...

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Sales Coaching The Disconnect Epidemic

Sales Coaching: The Disconnect Epidemic

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...

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Not Listening To Sales Calls

Why Your Manager Doesn't Review Your Sales Calls

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

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Blog - Self Reflection in Sales

6 Steps To Self Reflection In Sales

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...

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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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