Richard SmithToo many Sales Coaches spend too much time having coffee catch upsI speak with many independent sales coaches in my role here at Refract. These guys live and work in a MASSIVELY competitive world. I’ve…Nov 15, 2016Nov 15, 2016
Richard SmithAwful Outbound Emails — ‘An Industry Plague’“An industry plague”. Those were the words used by someone I spoke to yesterday who is a fairly senior figure in the sales enablement…Nov 1, 2016Nov 1, 2016
Richard SmithWhy are you coaching deals rather than coaching skills?Original post: http://www.refract.tv/blog/why-are-you-coaching-deals-rather-than-coaching-skills/Sep 1, 2016Sep 1, 2016
Richard SmithFive ways to stop prospects ‘bombing off’ your demosOriginal piece: http://enable.refract.tv/enable-blog/five-ways-to-stop-prospects-bombing-off-your-demos/Jun 1, 2016Jun 1, 2016
Richard SmithWhat my travel agency experience teaches us about poor sales discoveryOriginal Post: http://enable.refract.tv/enable-blog/what-my-travel-agency-experience-teaches-us-about-poor-sales-discovery/May 3, 2016May 3, 2016
Richard SmithAn Interview with a Software Demo GuruI recently conducted an interview with software demo guru, and acclaimed author Peter Cohan. After a successful career in the industry…Apr 18, 2016Apr 18, 2016
Richard SmithSales managers like ‘coachability’ in their hires, but often lack the skills to coach.Last month, I wrote a blog which summarised one of my big findings from the SaaStr Annual conference in San Francisco. Many sales VP’s and…Mar 30, 2016Mar 30, 2016
Richard SmithWhy do SaaS sales people not want to learn from each other?Previous to my current role, I worked for a SaaS company for five years operating in the online learning arena. Whilst part of my sales…Mar 23, 2016Mar 23, 2016
Richard SmithSaaStr Annual 2016 — Senior Software Executives Striking on Importance of Sales ‘Coachability’I attended SaaStr Annual this week in San Francisco. SaaStr is the largest web community of SaaS founders and professionals — and this is…Feb 13, 2016Feb 13, 2016