Resources

Blog
sales call analytics Coaching in real-time

Sales Call Analytics: 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.

Blog
building world class sales reps using real time call intelligence

Building World-Class Sales Reps Using Real-Time Call Intelligence

live sales coaching and truly live sales enablement is a must. Without either, you are wasting opportunities or at a minimum not giving them the same chance of success as your hard-earned leads.  If given the opportunity, your salespeople will accelerate more quickly and “power up” in fewer repetitions of sales cycles with proven groundwork to help guide them on their path to hitting their quota, time and time again.  Why wouldn’t you want to give them every chance to be successful? Be sure to check out our Blog on Live Call Intelligence that can give you some ideas on specifics you need to be on the lookout for when building your people.

Blog
outbound cold calling with hunters and farmers

Outbound Cold Calling with Hunters and Farmers

If your entire sales organization is not using all the available tools that they have at their disposal to both create leads by hunting and close them when the deal matters most. You are wasting company resources, and you are likely not meeting your own personal goals. When a manager you go begins to train a new sales rep and gives them the “throwaway” leads, the manager essentially gives them something that represents both time and money. Why wouldn’t they be given the best shot at closing anything they can get in front of? Why would you hire someone great, only to provide them with a low chance of success? That is a rhetorical question. The sales manager does this because they want the sales rep to learn in a non-critical environment. Ultimately, the Sales Manager is afraid that the sales rep does not know enough to adequately hold a conversation with a very rare and precious lead.

Blog
Breaking Pareto_s Law with Real-Time Conversational Coaching

Breaking Pareto’s Law with Real-time Conversational Coaching

As a new Sales Development Representative, entering an organization, have you ever looked around and wondered why the top reps always seem to win, and the reps at the bottom are always at the bottom? Here at ABSTRAKT, we believe sales is a skill, it can be learned. Putting aside personality characteristics or level of education, sales comes down to some core fundamental skills. The best sales reps are currently looking to tools like Conversational Intelligence to learn from their mistakes. The problem is, when a Sales Development Representative reviews a call where they lost an opportunity, they are listening to their mistakes, not their success. This creates a negative feedback loop. 

The opposite is true for success. Each good thing that happens, tends to lead to more good things that happen. Think about the last time a demo or call went really well. Usually, the turning point of a call can be attributed to a foundational element of success that is built upon.