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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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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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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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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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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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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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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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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93% of Americans rated their own driving skills as ‘above average’.
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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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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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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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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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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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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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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 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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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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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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If you work in sales, I know two words that will make most of you ‘Shudder” … ROLE. PLAY.
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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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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 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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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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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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