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Abstrakt software offers Real-time Conversational Coaching AI as an alternative to reactive analytics via call recording solutions. Our technology platform empowers Teams to deliver on their goals without having to wait until the next call review session. Abstrakt’s job is to help decrease ramp timelines, decrease loss rates and replicate your top performers. Abstrakt was specifically designed to be agile, and work across your tech stack or video conferencing and dialer technologies - no integrations or phone systems are required, ever. Abstrakt ensures each customer touchpoint is consistent and optimized for successful outcomes. Our Real-Time Conversational Intelligence Software actively coaches your team to ensure your customer always receives a best-in-class sales experience. Check us out at abstrakt.ai
Episodes
Wednesday Jun 30, 2021
The Importance of Measuring Effort and Value
Wednesday Jun 30, 2021
Wednesday Jun 30, 2021
How you measure value? How do you measure effort? Do you participate in groups that relate to the business you're in? How do you assess how much time and effort to put into those groups?
Excerpt from this ABSTRAKT Podkast with Evan Patterson -
"It goes back to knowing your why. Is it (the time you spend) for career advancement? Is it for hitting your quota? Is it for just making your day-to-day easy or is it just so you don't feel like you have to know your why and you have to have an independent and dependent variable? If anybody has their old homework from middle school about this. What is science ******** that you learn you know like refer back to that assignment you took when you were 13 years old and apply it to this because it still works."
We also hit on issues that can be painful for those specifically in the LGBTQ+ community.
"Peer-to-peer policing is a genuine “concept” in society ... people like me are known to stir the pot when it comes to these things. I do so proudly because I just don't like watching people who don't know what they're talking about. I quite know what they're talking about. I think I consider it lying and I hate lying."
Insightful podcast. Thank you again for your willingness to be so open Evan!!
Wednesday Jun 23, 2021
Knowing Who You are, What You Want, and Having a Plan to Get It
Wednesday Jun 23, 2021
Wednesday Jun 23, 2021
Some go far into their careers, or lives even, not knowing who they are or what they want to do. Listen in as Ashley Zagst a Sales Leader at Chili Piper and Greg Reffner, CEO, ABSTRAKT. Here's an excerpt:
"You want to take ownership of what's wrong. Whether it be personally or creating an environment where you're facilitating people being open to taking ownership of what's going on. Learn from your pain. I think pain is a valuable teacher in life and I know it's not always fun in the moment. But as we learn from it, we can make sure to not experience again and we can also help others not experience that same pain and then third, we are all just a bag of bones.
Most importantly, be who you are, know what you want, and make a plan for how to get it."
Powerful stuff.
Thursday Jun 10, 2021
Thursday Jun 10, 2021
Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure - a tenant of successful selling!
Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes.
Excerpt: "Old school selling like ... old school sales training. I believe Sandler talks a lot about finding the pain. I believe value selling may talk about it. I have to be careful about which, but it was a central tenant in most pieces of training in the 1980s ’90s, and early 2000s. Let me be real. It's the tenant in about 99% of most training.
*****
ABSTRAKT was founded with a rebellious spirit and a lofty objective: to offer sales teams & contact centers a method to fulfill their goals, while pioneering the conversation intelligence industry toward self-reliance through our untethered platform.
Wednesday Jun 09, 2021
Letting Passion Drive Your Career
Wednesday Jun 09, 2021
Wednesday Jun 09, 2021
Ali Punjani, Go-to-Market Professional at GiveCampus is also a Gates Millennium Scholar, and a TEDxPonceyHighland Co-Organizer. Listen in as he speaks on Letting Passion Drive Your Career during our ABSTRAKT Podkast.
Starting his career without a particular "plan", Ali worked in a few internships and gained experience that would help him determine his actual career path. His inspiration came from having a direct effect on things that mattered.
Join us as we learn how to leverage past experiences to ensure a rewarding long career.
Wednesday Jun 02, 2021
What is a BASHO Email, and Why You Should be Writing One
Wednesday Jun 02, 2021
Wednesday Jun 02, 2021
Why do SDR's target who they target?
Is it making a high quantity of dials every day, week, and month? And adding a high number of activities like emailing? There are formulas you can count on that will tell you the numbers these sales motions will produce.
What do top Sales Performers do that sets them apart? They likely utilize the Basho approach. "Why" do people buy?
Listen to this podkast as John Barrows talks about Triggers, Buyer Intent, and Why People Buy.
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ABSTRAKT ensures each customer touchpoint is consistent and optimized for successful outcomes can be the key between growth or stagnation.
Wednesday May 19, 2021
B2B Buying Behavior - Is it Shifting to B2C?
Wednesday May 19, 2021
Wednesday May 19, 2021
Consumerization of how people are buying software is the overarching theme of this podcast about Sales Development with David Dulany, Founder & CEO of Tenbound and Greg Reffner, Founder & CEO of ABSTRAKT. Has B2B buying behavior started to shift to more of a B2C buying behavior?
"It kind of dawned on me that the key to successful sales development, in general, is strong project management so you can apply that to the messaging and the scripts and the playbook." - David Dulany
Friday May 14, 2021
The Oprah of Sales Leadership!
Friday May 14, 2021
Friday May 14, 2021
This ABSTRAKT Podkast features Cynthia Barnes, Founder and CEO of the National Association of Women Sales Professionals, who is also a Salesforce Top Influencer 2021, and a LinkedIn Top Sales Influencer. Cynthia and our CEO Greg Reffner discussed these great topics:
- We dive into having the same type of career progression for everybody, focusing on training, and goals being objective, not subjective.
- The Imposter Syndrome!
- How are microaggressions identified? How are they dealt with?
- Considering the difference between inclusion and a sense of belonging, how does a female feel valued and speak up and participate in a company?
Enjoy!
Wednesday May 05, 2021
Incremental Improvement, Also Known as “Sucking Less”
Wednesday May 05, 2021
Wednesday May 05, 2021
Listen to this podcast with Jeannine McConnell of ServiceNow & Greg Reffner, ABSTRAKT's CEO as they discuss challenging the status quo. Spoiler alert: The big takeaway is the importance of improving by 1% every day.
It's easy to become robotic about sales processes and not really look at every circumstance as unique. "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"
Tuesday Apr 27, 2021
Embracing Remote Environments
Tuesday Apr 27, 2021
Tuesday Apr 27, 2021
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 blending of technologies combine for success in today's remote sales environment.
ABSTRAKT removes obstacles to sales conversions via our Real-Time Conversational Coaching software.
Learn more about our Real-Time Conversational Coaching Software at https://abstrakt.ai.
Friday Jan 29, 2021
How to Teach Reps to Manage Complex Sales While Remote
Friday Jan 29, 2021
Friday Jan 29, 2021
Alice Heiman started her career in teaching (which we learned on another episode of our podcast is a great background for Sales), and then went to work at the Miller Heiman Group, the company her father co-founded. A career in sales had never been on her mind but she came to be one of the foremost experts in the complex sale - how did ABSTRAKT get so lucky to have you join us, Alice?
During our chat Alice Heiman shared some of her secrets for energizing a sales organization to recognize their full potential.
- Don't just hire for a certain skill
- Patience is key for a long sales cycle
- Help reps understand the role psychology has in the sales process.
Can't wait for our listeners to implement these ideas!