Richard Smith

VP Sales EMEA for @allego | Previously Co-Founder and Sales Leader for Refract | Author - ‘Problem Prospecting?!’ | Sales Coach | Outbound Sales Enthusiast

[Richard Smith @richard_refract]

4 questions that must be answered by the end of your discovery call

#sales #saassales #discoverycall

[Richard Smith @richard_refract]

Back at @SaaStock

Who’s here?

#SaaStock2022

[Richard Smith @richard_refract]

Want to level up your pitch?

Think about how your prospects moan about their problems over the dinner table

[Richard Smith @richard_refract]

When you get the 'Prospect has viewed the order form' email alert

[Richard Smith @richard_refract]

Stop obsessing over product knowledge!

#sales #salestips

[Richard Smith @richard_refract]

When your boss asks why your prospect didn't move ahead with you at the end of the month.

#activelistening #sales

[Richard Smith @richard_refract]

Alternative call to actions to use in prospecting emails, which isn’t ‘asking for the meeting’

#prospecting #coldemail #sales

[Richard Smith @richard_refract]

Who else is loving voice notes on Slack?

[Richard Smith @richard_refract]

It’s about time @SlackHQ released voice notes.

I’m convinced it would be one of their most highly adopted features

[Richard Smith @richard_refract]

What to do when your prospect asks you to match your competition’s price

#sales #negotiation

[Richard Smith @richard_refract]

@mistamor Once you double screen, you never go back

[Richard Smith @richard_refract]

@OllieWhitfield_ I resisted…and resisted…

[Richard Smith @richard_refract]

When you do good discovery, you do better demos

#sales #demos #discovery

[Richard Smith @richard_refract]

“When you go to your boss, what are you going to tell them is the reason you’re wanting to move forward with us?”

Ask prospects this question when they give you their ‘verbal go ahead’.

Why?

Because you get to hear THEIR reasons for buying (not yours).

[Richard Smith @richard_refract]

@OllieWhitfield_ Ha. I’ll still stand by my choice but yes…I’m happy to add that to the list!

[Richard Smith @richard_refract]

Is there any worse phrase peddled by Sales Gurus than:

“Add value”

?

[Richard Smith @richard_refract]

@yorkpress Desperately sad but not surprising to see this from Priory Medical. Getting an appointment with them feels more hassle than it’s worth. Sadly, in this case that’s cost a life. RIP

[o l l i e 🎙️ @OllieWhitfield_]

NEW speakers announced for @autoklose Growth Month:

4 of 6 here...

@WillAllred117 on Cold Email
@aspirechrisrog on Hiring Sales Reps
@richard_refract on Cold Calling
@Stacy_Jax on Marketing Fails

[Richard Smith @richard_refract]

Great to be running a prospecting workshop with a set of enthusiastic tech founders on @igniteaccel in Newcastle this morning

[Richard Smith @richard_refract]

Always good to see @NathanLatka on stage. Kicking things off #SaaSiest2022

[Allego, Inc. @allegosoftware]

Catch our webinar next Tuesday with @richard_refract and Tim Sullivan, @RichardsonSales, who will discuss the greatest challenges sales managers face and provide actionable ways to overcome them #conversationintelligence https://t.co/5Yc4ZC09HX