Category: Blog

What is Conversation Intelligence

What is Conversation Intelligence 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.

How to Clone Your Top Sales Performers

How to Clone Your Top Sales Performers clone top sales performer

Coaching 101 – Level Up Your Players   I’m serious – How do you clone your Top Sales Performers? Since the beginning of time, coaching has been a word used to describe leveling up players whether in sports, business, or any other activity, coaches aim to optimize the performance of humans by observing their performance […]

What are Sales Call Frameworks & Why Are They Used?

What are Sales Call Frameworks & Why Are They Used? Why to Use Scripts and Frameworks

Another example of a framework is one that is less structured around the call flow and more on how to answer a specific question. For example, when asked about a competitor I have often said “Competitor X does great at _______, and if you asked them they would say we are small, don’t do custom work, and won’t interact with your clients for you – and you know what they are right. We actually (then I explain we are small, and don’t do the things they say because it doesn’t make sense to do as a best practice)”. This ensures that I get into what makes us different and better than the competition without laying into a competitor and looking like the shark.

Why Abstrakt?

Why Abstrakt? Why ABSTRAKT and why Interruption Sales Coaching has been replaced with Real-Time Sales Coaching Software

Starting a new company is stressful. Add to that the pivots many of us are having to make to get through this unprecedented time of our lives. I am often asked “Why Abstrakt”?   Spring…Fresh Starts I remember the feeling like it was just yesterday; it was a beautiful sunny Spring day and my first […]

Sales Process for Funnel vs Micro Processes on Steps

Sales Process for Funnel vs Micro Processes on Steps

Sales Process for Funnel vs Micro Processes on Steps Imagine that it is your first day on the job as a Sales Rep. You have no idea how the Sales Process impacts the sales funnel. You barely know what a sales funnel is, much less the micro-processes that feed the sales process making up the […]

Sales Techniques for Sales Success

Sales Techniques for Sales Success Sales Techniques for Sales Success

Mix in a sprinkle of some sound Sales Coaching and Sales Technology and boom, quota crusher! Looking back, that interview I had to land my first role as a Sales Representative taught me more about myself in 3 minutes, than 5 years of college ever did. It taught me to have confidence in myself, control my emotions, and put forth a persona that simply said “Throw your challenge at me, I want this bad!”

Sales Call Analytics: Coaching in Real-Time

Sales Call Analytics: Coaching in Real-Time Coaching in Real-Time

Speaking too much is something that salespeople find out after the call, and that is if you are even analyzing your sales calls (you should be…). But coaching after the call amounts to little more than “get ‘em next time, Tiger”. Being able to ask the right questions is key to having a lower talk time and allowing your prospects to feel heard. Real-time sales coaching enables both your salespeople to be gently reminded that they might be talking too much, while also prompting them with a question that could invite the prospect to unload a plethora of information that otherwise would have never been uncovered.

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