Blog

Recent blogs

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 experienced reps and the day ...
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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 shared his insights on ...
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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 things change week by ...
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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 feature - single sign on.
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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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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 InMail is close enough ...
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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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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 something nearly all sales ...
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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% are in field sales ...
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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 surfing the wave or just ...
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5 Ways to Boost Your Sales Kickoff Effectiveness

Sales kickoffs have a cluster of important goals: Motivational, inspirational, informational, educational and strategic to cite just a few. Little wonder then that the impact of such a complex, ...
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6,000 reasons why your CRM won’t improve sales performance

Over the next 4.5 minutes, you’ll decide whether this was a great article, just about worthwhile or a complete waste of your valuable time - appreciating you may make that decision much earlier! ...
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Why are you coaching deals rather than coaching skills?

One of the most enlightening things was said to me by a prospect last week on one of my sales calls, when I asked about how seriously their managers take coaching within their 100+ global sales ...
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Coach Up or Coach Out? - Why Coachability is all that matters

Let’s face it, we all make bad hiring decisions - at least with the benefit of hindsight. Whilst we may strive for sifting and recruitment strategies that should leave us with rock star reps, it’s ...
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Sales Teams: Its time to take more pride in your outbound email efforts

Email outreach is a component of sales that, in these days of widespread automation and technical wizardry, is often under-appreciated and frankly taken for granted. Make no mistake, however, email ...
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Are you leaving $27m on the table?

Sales reps who receive just 3 hours coaching a month, boost their revenue by 17% according to a study by the Sales Executive Council. So I was keen to see how much that could be worth for a B2B SaaS ...
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I coached our CEO at 8am on Saturday morning – from my sofa.

Saturday morning’s normally start the same way for me, a cup of tea on the sofa with a peruse of the paper followed by James Martin’s Saturday Kitchen whilst I think up my weekend plans and excuses ...
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Banging the drum for 'middle of the road' coaching

In a previous blog I posted on SaaScribe, I banged the drum for the average sales person – hiring a team of rock stars may be an aspired goal, but its not a realistic one where time is limited and ...
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How effective role-play gets my new sales reps effective within one week

We’ve been on somewhat of a hiring drive here recently at Refract. With hiring new sales guys comes the responsibility of getting reps up to speed as quick as possible. I speak with a lot of Sales ...
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The One Dial in Sales That Has To Be Turned to 11

How much does it cost to create a qualified opportunity in your business?
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When the right man for the [sales] job is a woman

Yesterday was International Women’s Day. I’m sorry to admit that I only knew that because Google told me (good old Google). Now, I’m in sales and so my first thought was ‘what’s the best way to use ...
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QA - Quality Assurance or Quality Advancement?

Looking beyond Minimum Acceptable Standards and making every evaluated call result in performance improvement.
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Coaching - Who really cares about it the most in your company?

Last week I spent some time with a Senior Head of Enablement at a Fortune 500 company, understanding their current approach to sales coaching. I went through some key qualification questions such as ...
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