Full show notes and resources can be found here:  https://www.refract.ai/blog/high-performing-habits

Coach The Sale

EP24 - The Habits of High Performance Sales Leaders with Dan Lappin

What do top performing sales professionals and sales leaders do that others miss? My guest in this episode, Dan Lappin, of Lappin180 shares valuable insights in to the approach and mindsets of these people. We discuss the traps that average sales people fall into, and the opportunities that exist with a shift in mindset. In the episode we cover: [+] The traps Dan sees run-of-the-mill or average sales professionals making, and how to correct them. [+] Why BS sales hacks often harm rather than help. [+] Why sales professionals perform better when they let go of the outcome [+] How top performers visualise the right results [+] Learning to bet on yourself and on your process [+] Dan shares the often overlooked discrepancies between the sales person's objectives and the prospects [+] The power of the advisor mindset

For full show notes and free resources visit: refract.ai

EP23 - Life As An In-House Sales Coach with Rob Cucurull

Many times on the show we've spoken to external sales coaches and trainers but this episode is a little different, Rob Cucurull joins us to discuss life as an internal sales coach at SAP Concur. It's great to be able to interview Rob, he shares his experiences of what it's like to be a full time coach within an organization, helping staff develop, supporting them, and helping them become better salespeople. In the episode we cover: [+] What the sales function at SAP Concur looks like [+] We dive deep into sales coaching at SAP Concur [+] Rob shares examples the the results coaching has led to, and why. [+] What does a typical one-to-one sales coaching session looks like [+] Rob shares the advice that he would give somebody just starting out delivering coaching as part of a wider sales role Thanks to Rob for sharing his insights.

I want to invite you to a webinar I'm hosting - Recordings Into Revenue, where myself and our head of sales will be sharing our Recordings Into Revenue Framework - and how you can unlock the hidden gold locked away in your sales call recordings.To reserve your spot visit https://www.refract.ai/webinar

EP22 - Empathy, Milkshakes and Shotguns with Josh Braun

Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process? This shift in focus is at the core of my conversation with Josh Braun, someone who, if you work in sales and spend any time on LinkedIn you will have heard of. Josh and I breakdown what it means to truly understand how buyers buy, and what this can do to your sales skills. We dive into understanding why prospects buy, and why they don't buy, and revisit a topic we've touched on in previous episodes - the jobs to be done framework. In the episode we discuss: [+] Why old fashioned approaches to sales persist [+] How sales people can reduce the tendency to use those approaches [+] Practical tips for using LinkedIn to develop your own authentic voice [+] Why Josh agreed to coach an 11 year old to make cold calls [+] We discuss what the real job of a milkshake at breakfast is. and lastly [+] I try to avoid an awkward discussion about firearms...... I want to invite you to a webinar I'm hosting - Recordings Into Revenue, where myself and our head of sales will be sharing our Recordings Into Revenue Framework - and how you can unlock the hidden gold locked away in your sales call recordings. To reserve your spot visit https://www.refract.ai/webinar

For full show notes, free sales resources and more visit: https://www.refract.ai/blog/modern-sales-coaching

EP21 - Coaching A Modern Sales Organisation with Peter von Burchard

If you've ever watched an online video somewhere other than on YouTube, you've probably seen the Wistia video player, the super simple distraction free player that's great to look at and easy to use. My guest today is Peter von Burchard, VP of Sales and Customer Success at Wistia. On the face of it Wistia might look like a traditional software as a service, where customers sign up without much contact from a sales team. But in reality Wistia has a sizeable sales team that is heavily into coaching, and it's for this reason I was so keen to speak with Pete. He shares a lot in this interview that will be of interest to anyone managing a sales team especially one that's forward thinking and recognises the impact coaching can have on performance. In the episode we cover: [+] Wistia's journey of growth to over 20,000 customers [+] Pete breaks down the make up of the sales team at Wistia [+] How Wistia does sales coaching and the development of the 'Wistia Way' [+] The importance of your sales team knowing and using their authentic voice [+] The importance of reps and managers listening and reviewing sales calls [+] How you can develop you authentic voice, even when working in a old fashioned or traditional business [+] How much time sales managers at Wistia spend coaching, and the support they receive to become better coaches. [+] Measuring success of the team For shownotes visit: https://www.refract.ai/blog/modern-sales-coaching

For full show notes and more visit: https://www.refract.ai/blog/authenticity-sellsIn the UK?  Want free sales coaching resources? Text COACH followed by your email address to 66777 - we'll do the rest.

EP20 - Why authenticity sells with Dale Dupree

How authentic are you in your sales conversations? Do you feel the need to have a polished persona of business professionalism that doesn't reflect who you are in any way? Dale Dupree's on a mission to put a stop to that, and in doing so ignite your sales performance. Dale is Founder of The Sales Rebellion, a sales coaching and training company with a mission to help sales people radically educate prospects and banish mediocre practices. He's prolific on LinkedIn, sharing tips, highs and lows, and authentic sales stories. There's so much to learn from his approach and his mindset, and I'm so pleased Dale was able to share some of these with us. In the episode you'll hear: [+] Why it's important for sales professionals to develop their own authentic voice [+] How being authentic improves the buyer seller relationship [+] The importance of taking risks, being courageous, and building credibility and trust [+] How to begin to manage a high need for approval [+] Two great examples of courageous, authentic, selling involving beers and doughnuts Plus, Dale breaks down his REASON framework to radically educate and share one's narrative. Here's to unlocking our authenticity, with The Copier Warrior, Dale Dupree. In the UK? Want free sales coaching resources? Text COACH followed by your email address to 66777 - we'll do the rest.

For full show notes and free sales coaching resources visit: https://www.refract.ai/blog/sales-methodology

EP19 - Your sales methodology is irrelevant with Kevin Dorsey

"Your sales methodology is irrelevant" that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices with digital marketing. Kevin has put out some thought provoking content on LinkedIn, inspired by his frustrations having been on the receiving end of terrible sales demos and we discuss that and more in this episode. He doesn't hold back on calling out poor practice, sharing experiences leading and managing a sales team in a rapidly growing company. In the episode we cover two main topics: In the first part we discuss selling to VPs of sales and other senior sales leaders, the challenges and opportunities, knowing your numbers, and the importance of understanding the mindset, and often times inexperience, of your buyer. In the second we focus on Kevin's thoughts on what's wrong with blindly following a sales methodology, he outlines what Sales Coaching at PatientPop looks like, the role that the book The Talent Code has had on his approach, and shares both strategy and tactics for improving performance when coaching sales teams. For full show notes and free sales coaching resources visit: https://www.refract.ai/blog/sales-methodology

For show notes, sales coaching resources, and more visit: https://www.refract.ai/coach

EP18 - How To Have Better Discovery Conversations with Andy Paul

Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters without proper preparation, or fail to do adequate research on their prospective buyers. Today we fix that with Andy Paul CEO and Founder of Zero-Time Selling. Andy is one of the foremost authorities on sales training and sales coaching with well over four decades of proven success closing deals and making sales. He and I discuss how using discovery can better prepare salespeople to get to know their prospects and clients better and lots more besides, with plenty of tactics you can implement personally, and with those you coach. In this episode, we cover: [+] How best to introduce discovery into the sales process [+] Digging deep to find out what drives your buyer's decision making [+] Not hiding your competitors from prospective customers [+] The importance of benefits of building trust, respect, and connections. [+] Genuinely discovering and understanding your client's needs [+] Building lasting relationships with other stakeholders in the sales process [+] Coaching others so that they can use the tools of better discovery too And lots more besides. Connect with me on Linkedin and give feedback on the show: https://www.refract.ai/matt For show notes, sales coaching resources, and more visit: https://www.refract.ai/coach

Full show notes of the episode and free sales resources can be found by clicking here

EP17 - The Path to SDR Success with Morgan J Ingram

The essential podcast for sales professionals and sales leaders. Learn from other sales pros and some of the best sales coaches in the world as they share their wisdom to help you coach the sale. Whether you coach your sales teams, or want to in the future, this is the show for you.

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Coach The Sale

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