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...
Read More
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...
Read More
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...
Read More
Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.
Read More
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...
Read More
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 More
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.
Read More
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’...
Read More
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!
Read More
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...
Read More
5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!
Read More
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...
Read More
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...
Read More
93% of Americans rated their own driving skills as ‘above average’.
Read More
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...
Read More
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...
Read More
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...
Read More
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?
Read More
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...
Read More
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...
Read More
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...
Read More
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...
Read More
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...
Read More
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...
Read More
If you work in sales, I know two words that will make most of you ‘Shudder” … ROLE. PLAY.
Read MoreYour practical guide to succeeding with Remote Sales in challenging times.
Request A Copy
In this book, you'll discover the keys to coaching a successful SaaS sales team in under 90 minutes a week.
Request a copy