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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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.…
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What is a BASHO Email and Why SDR’s Should be Writing One
Why do SDR’s target who they target? Is it making a high quantity of dials every day, week, and month? And adding a high number of activities like emailing? There are formulas you can count on that will tell you the numbers these sales motions will produce. What do top Sales Performers do that sets…
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B2B Buying Behavior – Is It Shifting to B2C?
Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. “It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply…
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The Oprah of Sales Leadership
Companies reach out and say we want to attract and hire more women in sales and I always ask them what plans or what measures do you have in place to retain them. The ones that you have and the ones that you’d like to bring in and 9 times out of 10 there’s no…
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Using Data to Build a Formula for Winning
The question becomes, we know buyers are engaging in different ways to fact-find, yet reps are not being trained in how to use that information. Why not? Sales coaching needs to incorporate an understanding of how prospects look for information in order to use that as part of the sales cycle.
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Incremental Improvement, Also Known as “How to Suck Less”
One of the things that we’re going to talk about even more hopefully is making it measurable. How do you know if you’re actually sucking less?” “… We’re going to focus on incrementally 1% performance, improving something you do every day till it becomes a noticeable muscle memory”
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What is Conversation Intelligence
Let us first begin by quickly agreeing on what Conversation Intelligence is not, does that sound fair? Conversation Intelligence does not define a software category, nor does it describe a particular feature within a software product. Conversation Intelligence is not an outcome or report driven by something that happened in the past either.
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Embracing Remote Environments
We’ve all been told that going remote was a thing of the future, and the future is here! Active listening skills, paired with proper use of Conversation Intelligence software are the yin and yang of quota attainment. Listen to this podcast as Keith Lubner and Greg Reffner discuss how human experience, emotion, art, and the…
