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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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How to Clone Your Top Sales Performers
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 and suggesting changes. In sales coaching, this is…
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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…
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What are Sales Call Frameworks & Why Are They Used?
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…
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Why Abstrakt?
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 feeling like it was just yesterday; it was a beautiful sunny Spring day and my first day as a Sales Development Representative. Filled with…
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The Future of the Software Sales Rep
Are you intrinsically motivated? In software sales, that can mean a large difference. Also knowing what you want and why.
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Overcoming Sales Objections
It’s called the pattern interrupt! It is usually around the time when the cars are being packed, or family is sitting down for a holiday meal that I start to get the strange looks and questions as I step away to make a call, or resend a contract. “Why are you still working?” usually seems…
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Outbound Prospecting
The first sales book I ever read was Skip Miller’s best selling book, ProActive Selling. To say we are excited to have him join us on ABSTRAKT’s podcast is an understatement, especially on the eve of his newest book coming out, Outbounding. Together, we dive into some helpful hints on what sales teams can be…
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Advancing Your Career From Home
Revenue Collective has become a staple in the B2B Sales Community, gaining popularity as sales leaders and reps look to connect, and share best practices. Today, on the ABSTRAKT podcast, we are lucky to have the founder, Sam Jacobs join us to share what his community is doing to help members progress their careers, along…
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