Author: Greg Reffner – CEO & Founder
As one of the very first power users of Conversational Intelligence as an Account Executive, Greg fell in love with how technology enabled his success. As Abstrakt’s leader, his vision and “why” is to help leaders and reps/agents stop being reactive.
Greg has gone from SDR to AE to Director of Sales to VP of Sales, and now CEO in just 8 years.
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Look me in the eye
Julie Hansen, actor, business degree in marketing, sales trainer, author of “Look Me in the Eye” names the top 3 things needed to be able to control and/or do to be successful in the world of acting, and how those skills are completely relatable to sales. Listen to this podkast and learn what leaders can…
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Tips and Strategies to nail your new SDR Compensation
Somewhere, someone (probably a marketer), knows exactly what the cost of a qualified lead is. The question is, if we get Marketing Qualified Leads (MQLs), what are the chances of converting them to Sales Qualified Leads (SQLs) and then on into being customers? If your marketing team is bringing in 50 MQLs a month, how…
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Measuring the ROI of Conversational Intelligence Tools
Picture this, as the sales leader for your company over the past year you have done some amazing things. You doubled last year’s new business revenue, ACV is up, win rates against your biggest competitors are up and yet the dreaded year end tech stack review with your CFO still has your palms sweating. Salesloft…
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Your Sales Coaching Leaves Something to be Desired
The battles we face in sales coaching are not likely to have universe-wide good vs evil ramifications or severe injury, or death. However, it doesn’t mean that we can’t learn from the mistakes made in the Star Wars Universe by Jedi Masters. (if this is too geeky, you can stop reading…). Below are the top…
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Act Bigger Than You Are
Don’t be afraid to be yourself, don’t be intimidated by those around you, act like you already have made it, dress for the job you want, not the one you have; the list could go on and on. This brief moment in time captures a lot of different meanings, similar to how call intelligence platforms…
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ValueSelling is not just about Sales
Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?
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Why Introverts Make the Best Sales Reps
Organizations that look to scale, should start to see the power of introverts in a sales culture because many introverted traits can be found in some of the most successful sales reps. One trait that is especially powerful is listening, which can help create rapport with clients. Another key trait is being able to synthesize…
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Don’t Trash Your Competition
Leveraging real time call coaching software, as opposed to traditional conversational intelligence platform systems, helps provide sales representatives with talk tracks that make them seem like they are a pro and ready, on day one!
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Building with the Buyers Journey in Mind
I value what I would call the three P’s: the people, their processes, and their pain points. And understanding that second, is work with your account management team or whoever maintains that relationship with your customers.
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3 Steps to Building Your Ideal Sales Team
You might lose candidates early due to competitive offers, you might lose them in the negotiation of the offer phase of trying to hire them. Do not get discouraged as this is really no different than selling a prospect. You are going to win some, you are going to lose some. All part of the…
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How to Measure the Dirty Deal Details that Seem to be Neglected!
Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?
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Top 5 Signs You are Ready to Stop Being Reactive with Call Coaching
There is a very specific reason that stop signs, traffic lights and push notifications are red. When humans see red, their reactions become faster and more forceful. We, as humans, associate red with danger (think about the last time you saw someone get mad or angry, what color did their face turn?). So, it is…