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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...

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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...

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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...

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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...

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New Enhancements to Refract - Peer-to-Peer Coaching and Collaboration.

Are you a manager? If you are, it’s very possible that you spend at least a small part of your otherwise-extremely-busy day putting out fires and scraping deadlines lamenting...

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The Boss understands the importance of consistency, so why don't you?

“Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose, and of action over a long period of time.”-Bruce Springsteen What...

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