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...
Read MoreThe 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.
Read MoreWhen 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’...
Read MoreAre you familiar with the phrase ‘chuck enough mud at the wall and soon enough some will stick?’ Well that's the ‘clean’ version anyway!
Read MoreEarlier 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...
Read More5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!
Read MoreEffective sales coaching stems from having effective conversations. Myself and Adam Zais of Kurlan Associates, recently wrote about the impact having great quality pre-call...
Read MoreBeing 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...
Read More93% of Americans rated their own driving skills as ‘above average’.
Read MoreAlthough 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...
Read MoreSales 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...
Read MoreThe 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...
Read MoreIf 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?
Read MoreYou 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...
Read MoreOpen ended sales questions are the pinnacle of healthy sales conversations. Questions and probing techniques help buyers make purchasing decisions, without you needing to pitch...
Read MoreI 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...
Read MoreHow 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...
Read MoreLinkedin 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...
Read MoreWe'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...
Read MoreIf you work in sales, I know two words that will make most of you ‘Shudder” … ROLE. PLAY.
Read MoreWhen 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...
Read MoreCreating an effective, efficient, and reliable action plan to increase sales is the Holy Grail for all sales teams.
Read MoreCold 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...
Read MoreThe 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%...
Read MoreThe 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...
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.