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why your reps need positive reinforcement, not criticism

Why Your Reps Need Positive Reinforcement, Not Criticism

Go to your lowest-performing rep and find 3 things they are doing that are amazing. Say nice things about them, and then just let it go. That’s right, don’t coach them yet. Just let that ball of confidence roll for a day or two. Then pump them up again, only this time, be on their team and ask questions like “I wonder if we tried X, Y, and Z what would happen, what do you think?”. Doing this will leave your rep much more receptive to the feedback because you are on their side and trying to solve the problem together. Want to help them even further? Maybe get them a real-time coaching tool that combines best practices with live call guidance so they don’t have to make decisions with limited information under pressure… Keep killing it!

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why script is a dirty 6 letter word

Why “Script” is a Dirty 6 Letter Word

If a rep is given a script to use on a cold call to overcome objections and told to “use this script”, they are probably going to look at the script and only know how to handle situations outlined in the script. On the flip side, if a rep is given a framework and told to use the framework to help guide the call, it instantly sets in the sales rep’s mind there are going to be blank spots and unknowns that need to be filled in.

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cold calling strategies for sales teams

Cold Calling Strategies for Sales Teams

Instead of convincing the prospect to buy, the goal is to determine which of your solutions are a good fit, at the perfect time. Clearly demonstrate your organization’s ability to be a superior fit over the incumbent and the competition.
Top-performing SDRs learn more about their prospects when they receive objections. They are able to pivot the conversation to reiterate the benefits of how their solutions address the prospect’s uncertainties.

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Top 5 signs you are ready to stop being reactive with call coaching

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 only natural that tech companies use that color to draw user’s attention to the actions they want them to take. The problem becomes when that push notification or number starts to lose its emotional connection with the pain of not taking action. When call coaching, after the sixth time of role-playing with a single rep hasn’t worked, the notification associated with a competitor being mentioned on that rep’s call stops being cared about.

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the subconscious mind_s secret

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 most influential thoughts and ideas come. The subconscious mind stores one’s life experiences; it is safe to reason that those experiences impact how we behave, act and make all decisions in our lives.

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even senior agents have bad days - how can call center software help

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 best performers. You might even save the world… ok… maybe not, but at least you could go down in history as an innovative sales leader.

Blog
tracking sales calls with AI

Tracking Sales Calls with AI

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 best performers. You might even save the world… ok… maybe not, but at least you could go down in history as an innovative sales leader.

Blog
last mile of account based marketing

Last Mile of Account-Based Marketing

With Abstrakt’s real-time, in-call coaching software, the content, messaging and relevant pain points around which effective Account Based Marketing campaigns are built, can be extended into the initial 1:1 SDR conversation with the prospect, ensuring better alignment between sales and marketing.