Coach The Sale

Coach The Sale

www.refract.ai/blog/tag/coach-the-sale
The essential podcast for sales professionals and sales leaders.


EP22 - Empathy, Milkshakes and Shotguns with Josh Braun
Dec 12 • 50 min
Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process? This shift in focus is at the core of my conversation with Josh Braun, someone who, if you work in sales and spend any time on LinkedIn you…
EP21 - Coaching A Modern Sales Organisation with Peter von Burchard
Oct 25 • 41 min
If you’ve ever watched an online video somewhere other than on YouTube, you’ve probably seen the Wistia video player, the super simple distraction free player that’s great to look at and easy to use. My guest today is Peter von Burchard, VP of Sales and…
EP20 - Why authenticity sells with Dale Dupree
Sep 26 • 36 min
How authentic are you in your sales conversations? Do you feel the need to have a polished persona of business professionalism that doesn’t reflect who you are in any way? Dale Dupree’s on a mission to put a stop to that, and in doing so ignite your sales…
EP19 - Your sales methodology is irrelevant with Kevin Dorsey
Sep 9 • 36 min
“Your sales methodology is irrelevant” that’s the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices with digital marketing. Kevin has put out some thought…
EP18 - How To Have Better Discovery Conversations with Andy Paul
Aug 12 • 40 min
Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters without proper preparation, or fail to do adequate research on their prospective…
EP17 - The Path to SDR Success with Morgan J Ingram
Jul 30 • 26 min
In today’s episode, we’re talking all things SDR with the one and only Morgan J. Ingram, host of The SDR Chronicles, a popular YouTube channel where Morgan documents his SDR sales journey. Whether you’re currently an SDR, you coach SDRs, or you manage a…
EP16 - The Power of Sales Process with George Brontén
Jul 11 • 36 min
There are few subjects that generate as much enthusiasm and excitement amongst sales professionals as sales process. Well, maybe not… But that’s about to change. In this episode I’m thrilled to have George Brontén CEO of Membrain on the show, and he’s…
EP15 - Sales Onboarding Done Right with John Lund and Matt Shultz
Jun 26 • 42 min
Effective sales onboarding is critical when you’re ready to grow your sales team and set up new hires for success whilst avoiding disrupting the successful team you already have in place. What processes do you need in place to find the best recruits - and…
EP14 - Business Development Done Right with Caryn Kopp
Jun 11 • 37 min
On this episode of Coach the Sale, we speak to Caryn Kopp, author of the incredibly successful book, “Biz Dev Done Right: Demystifying the Sales Process and Achieving the Results You Want”. Caryn provides fantastic advice on managing sales teams, as well…
EP13 - Implementing Strategic Sales Growth with Amir Reiter
May 31 • 29 min
We all want our teams to succeed and our businesses to grow, but timing is of paramount importance. It’s not always easy knowing when to put a plan into action, or where to allocate resources. On this episode of Coach the Sale, we examine the signs of not…
EP12 - Sales & Marketing Unite! With Darryl Praill
May 24 • 49 min
Why is it that separate Sales and Marketing divisions from the same company, with the same goals, and the same direction, can spend so much of their valuable energy competing against one another? On this episode of Coach the Sale, we discuss valuable…
EP11 - Developing A Sales Coaching Culture and Mindset with Pete Evans
May 21 • 39 min
Self-improvement is one of most easily accessible pillars of success for every sales professional who is serious about managing their career growth. On this episode of Coach The Sale, we delve into ways to incorporate the culture of sales coaching into…
EP10 - Overcoming The Need For Approval In Sales With Chris Mott
May 2 • 54 min
Need for approval in sales can be so detrimental - getting in the way of asking tough questions, limiting where a sales conversation goes, and undermining the progress of a sale. Understanding this, and other aspects of ‘Sales DNA’, is the focus of the…
EP09 - Recruiting A Great Fit Sales Team with Wes Schaeffer
Apr 4 • 39 min
How do you attract and recruit great fit candidates for sales roles? Today I’m speaking with Author, Speaker, Podcast Host, and Sales Trainer Wes Schaeffer, The Sales Whisperer. We dive deep into how to attract, recruit and support the best sales talent…
EP08 - How Listening To Sales Calls Drives Massive Growth with Sam Patel & Nicola Storar
Mar 26 • 21 min
Listening to sales conversations is the vital first step in helping sales teams grow. In this episode I’m speaking with Sam Patel (Inside Sales Director) and Nicola Storer (Inside Sales Manager - Customer Loyalty & Acquisitions) from Neopost a global…
EP07 - Coaching A 10yr Old To Cold Call with Joe Beales
Mar 4 • 11 min
Can you coach a 10yr old kid to cold call? The answer’s yes and in Episode #7 of Coach The Sale I talk to Joe Beales - star of a video that, at the time of writing, has been viewed over 100,000 times on LinkedIn. Joe is the son of our CEO Kevin and last…
EP06 - From Inbound Marketer to Outbound Sales Coach with Carole Mahoney
Feb 18 • 35 min
Carole Mahoney founded a marketing agency, but soon realized that overly relying on inbound opportunities wasn’t going to be enough, and that in order to succeed she needed to embrace outbound sales and outbound calling. Carole shares her journey from…
EP05 - Overcoming The Fear of Cold Calling with Rich Smith
Feb 7 • 32 min
If you have a fear of cold calling, or you manage people who do, then this is the episode for you. Refract’s Co-Founder and Head of Sales Rich Smith and I discuss one of the main factors holding sales people back from being truly successful - cold call…
EP04 - Cold Call Mastery with Dan Jourdan
Jan 17 • 20 min
In today’s episode (EP04) I’m speaking with Dan Jourdan, the Sales Energizer, and as you’d expect he’s not lacking when it comes to energy or enthusiasm for making sales calls. Dan’s focus is on training sales people on how to grow their pipelines through…
EP03 - Brian Geery on Embarking On Your Sales Coaching Journey
Jan 14 • 21 min
In this episode I’m sitting down with Brian Geery, Managing Partner at CEO of SalesNV.com where he and his colleagues support sales professionals to deliver better sales demos. But if you don’t deliver software demos don’t fret, the main focus of our…
EP02 - Mary Grothe on Sales Coaching vs Managing
Jan 10 • 25 min
Today I’m discussing a hot sales topic - coaching versus managing, with Mary Grothe of Sales BQ. Examining how individual mindset and motivation drives sales performance, and how by understanding your team’s range of motivations you can drastically help…
EP01 - Adam Zais on Modern Sales Coaching
Jan 4 • 30 min
In our first Coach The Sale episode we have Adam Zais with us to discuss modern sales coaching, nurturing and developing a sales coaching mindset, challenging individual and cultural resistance to sales coaching, and the pitfalls of a stereotypical old…
EP00 - Trailer
Jan 4 • 1 min
If sales coaching matters to you then this might just be your new favourite podcast. Whether you currently coach, or aspire to help your sales teams be the very best - Coach The Sale will help you on your journey.