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Joes Cold Calling Journey 6 Months On

11yr old Joe's Cold Calling Journey Continues

Worried or nervous about making cold calls? 11-year-old Joe Beales says: ‘Just get over it!’

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Cold Calling Tips - A Six Stage Model For Improvement

Cold Calling Tips - A Six Stage Model For Improvement

There's one question I seem to field from sales reps on a frequent basis, more than any other: What are your best cold calling tips to improve effectiveness? And my response? I...

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Can You Coach A 10yr To Make Cold Calls (1)-1

Can You Coach A 10yr Old to Make Cold Calls

Last Friday, I coached 10-year-old Joseph Beales (Our CEO's son) at Refract in the ‘art’ of cold calling, and that same afternoon he hit the phones putting what he learnt into...

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6 ways to start sales coaching in 2019-1

6 Ways To Start Sales Coaching In 2019 - When you don’t know where to begin

New Year, New You! I’m sure we’ve all heard this phrase before, and perhaps have been asking ourselves the question of what new resolution we will take up as we begin 2019....

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8 deadly crutch words

8 Deadly Crutch Words and Phrases

Using ineffective and poor crutch words and phrases can damage your sales conversations. In the modern world, where sales is driven by science, our choice of vocabulary can...

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Not Listening To Sales Calls

Why Your Manager Doesn't Review Your Sales Calls

Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.

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6 Ways To Improve Your Sales Vocabulary

6 Ways To Improve Your Sales Vocabulary

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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Conversation Intelligence-1

Conversation Intelligence - Defeating Sales Tool Overwhelm

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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Retail Blog Post

What can SaaS sales leaders learn from the world of Retail?

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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Good Call - Bad Call Blog Post

The Worst Coaching Conversation We've Ever Seen

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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Essential Sales Manager Skills Roundup

6 Sales Leaders Share Their Essential Sales Manager Skills

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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Blog - 8 Techniques

8 Techniques Sales Pros Can Borrow From The Helping Professions

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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13 Great Discovery Questions

13 Great Sales Discovery Questions | Close More Deals Remotely

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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50-Probing-Questions-For-Sales-Conversations-7

50 Probing Questions For Sales Conversations

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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