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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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…
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The Subconscious Mind’s Secret
Stored in the subconscious mind are all your beliefs, memories, and life experiences. Now, while sales representatives can’t have access to someone’s dreams, knowing what steps to take to access their subconscious mind is absolutely doable. For anyone in a sales or support role, accessing the subconscious mind is critical. This is from where their…
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How to be an Effective Storyteller (and increase your sales!)
“I would say you can’t afford *not* to tell stories now in a cold call. We have to use common sense. But essentially, we want to be relevant and relatable. It’s very easy to say “Hey Greg, I was talking to John who’s just like you were right down the road in Arizona. John and…
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Teaching Sales Representatives to Fish
This podkast with Mike Fisher discussed asking questions on the front-end of a conversation and determining what the customer’s needs are early in the process, rather than “showing up and throwing up”. Mike has been training business development teams across the globe for about 20 years. The discussion centered on “closing deals”; the goal of…
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Even Senior Agents Have Bad Days – How Can Call Center Software Help?
Tracking sales calls couldn’t be easier with a transcript, live cues, and a call guide to follow. Not because your inside sales or outbound salespeople couldn’t handle it without it, but because now you can hire for attitude and train to fit. Your best performers will perform better, your worst performers will outrun your competitor’s…
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How to Build Your Own Career Progression in Sales Leadership
ABSTRAKT had a great opportunity to talk with Florin Tatulea about How to Build Your Own Career Progression in Sales Leadership. They dove into how strategically making choices about career decisions helps to drive what you do in your career. How can a person help drive results that are most impactful to an organization that…
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Roadmap for Career Progression in SaaS Sales
I’ll put in the extra hours. I’ll put in the extra time and really just kind of did whatever I could in the interview process is to reassure that recruiter, or that that sales manager that like you know, hey, I’m the guy you should bet on and here’s why. And something to reassure that…
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How to Boost Your Bottom Line with Your Contact Center Software
The problem is that people are often a cost center, so companies tend to stretch them out to make sure they are using them as efficiently as possible …. We needed a way for our reps to see contact center-style scripting of how to handle ….
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The Importance of Measuring Effort and Value
It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don’t feel like you have to know your why and you have to have an independent and dependent variable?…
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Knowing Who You Are, What You Want, and Having a Plan to Get There
You want to take ownership of what’s wrong. Whether it be personally or creating an environment where you’re facilitating people being open to taking ownership of what’s going on. Learn from your pain. I think pain is a valuable teacher in life and I know it’s not always fun in the moment. But as we…
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Sales Psychology: Running Away from Pain Instead of Toward Pleasure
Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure – a tenant of successful selling! Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes. “Old school selling like … old school sales training. I believe…
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Letting Passion Drive Your Career
Ali Punjani, Go-to-Market Professional at GiveCampus is also a Gates Millennium Scholar, and a TEDxPonceyHighland Co-Organizer. Listen in as he speaks on Letting Passion Drive Your Career during our ABSTRAKT Podkast. Starting his career without a particular “plan”, Ali worked in a few internships and gained experience that would help him determine his actual career path.…