Unbound Growth Blog

Incorporating social into your selling

Posted by Carole Mahoney  8/15/18 7:14 AM

Most of us have heard the one side of the camp that says, "If you aren't on social, then you're wasting your time, you're never going to make your quota, and those that are on social always do."

Then there's the other side of the camp that says, "You need to be making cold calls everyday, you can't sell through social."

There is no one right way, and at the end of the day- if you aren't using every available means to find, or get found by, the people who have problems you can solve- then you are doing the world a disservice.

Taking that into account, the question to ask isn't if, it's how are you integrating social into your selling?

This was our topic on a recent #livesaleslab, and while we had several great takeaways, I feel that I may have gone on a bit of a rant about using LinkedIn as a example in this week's wrap up. We talked about the need to take small steps, have a person to person conversation before you can hope to have a sales conversation, be transparent, and what that could look or sound like.

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Topics: social selling, salespeople, #livesaleslab

Your Buyer's Buyer

Posted by Carole Mahoney  8/9/18 9:56 AM

Occasionally during a #livesaleslab, where salespeople come every week to share the struggles they have and get coaching on different strategies and techniques to try, unexpected conversations come up.

A recent unexpected conversation was actually a continuation of what what to do when people ghost you. We had some returning visitors with us and they shared some of the ways that it happens to them. Afterward, I shared this strategy that I call:

Solving for Your Buyer's Buyer

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Topics: sales mindsets, salespeople

Trust and Communication

Posted by Carole Mahoney  7/25/18 7:28 AM

The idea of being able to pick up on clues to someone else’s communication style and use that to adapt your communication style can seem insincere to some. Like you aren’t being true to who you really are.

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Topics: sales questions, salespeople, #livesaleslab

Sales leaders, what does your pipeline smell like?

Posted by Carole Mahoney  7/11/18 7:00 AM

 

I love the water. Simply floating in my pond in Maine is heavenly on the 90+F degree days we have been having so far this summer.

What makes my pond so heavenly is that it is fed by an underground aquifer. If it weren't, the water would get stagnant, smelly, mucky, and not a place I'd want to float.

Instead, when you float in the 70 acre pond that is my backyard, you can feel the tiny bubbles hitting the surface.  (When I first felt it I thought it was a fish about to nibble on my toes. You'll never see me swim that fast again!) From above, you can see clearly to the sandy bottom. The smell of fresh water and air is unmistakable.

As I was floating in the pond over the US holiday this past week, I was reflecting on the pipelines and forecasts clients have sent me to review.

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What Buyers Really Value

Posted by Carole Mahoney  6/21/18 4:51 PM

An entrepreneur sent in a great question recently. She asked; “Besides bringing value and educating the buyer, what do buyers appreciate most in a sales person these days?”

This is an important question, especially when you consider the topic of discounting.

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Topics: sales questions, salespeople, #livesaleslab

How to Make Negotiations Less Painful

Posted by Carole Mahoney  6/14/18 7:30 AM

In a recent #livesaleslab, we were joined by guest coach, Jane Gentry of Jane Gentry & Company where we talked about some mindset shifts and tips to help with your next negotiation. 

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Topics: #livesaleslab

Dangerous Assumptions Common in Salespeople

Posted by Carole Mahoney  6/6/18 7:24 AM

This #livesaleslab wrap-up is actually on ode, or rant- to my mom.

She wasn’t just my mom, but also my first boss in the local restaurant she ran. There are several things she drilled me on over and over again that have stuck with me still today. And no, I’m not exaggerating when I say drilled. My grandfather was a drill sergeant after all.

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Topics: #livesaleslab

The Importance of Mentorship

Posted by Carole Mahoney  5/30/18 7:23 AM

We were joined by none other than Danita Bye for a recent #livesaleslab where she shared some key insights from her book "Millennials Matter: Proven Strategies to Build Your Next-Gen Leader".

We have all had mentors that have made an impact on our lives. We've also had some bad managers who have perhaps taught as well (what not to do!). Check out the video below to hear what the difference is between a mentor and a coach, three things to look for in a mentor, ideas on where to look for one, and a few ways you can build your own mentor support group.

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Topics: #livesaleslab

What do you do when sales prospects disappear?

Posted by Carole Mahoney  5/23/18 7:24 AM

On a recent #livesaleslab, we talked about prospects who disappear, go dark, or stall. Show of hands, how many of us have had that happen?

Right. If you didn’t raise your hand, then you’re either new to sales- or can’t remember that far back. It happens to everyone.

You may not be able to prevent it from happening 100% of the time, but there are things you can do to make it happen less.

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Topics: prospecting, #livesaleslab

OutBound Conference 2018: Highlights and Takeaways

Posted by Carole Mahoney  5/16/18 7:30 AM

Many may know me for "inbound sales and marketing". After all, I was among the first 100 or so HubSpot marketing agencies almost a decade ago. I've been to every single Inbound conference- (even before it was called "Inbound") and spoken at the last 3- this year will be my 4th visit as a speaker.

But what you may not know is that one of the reasons I made the transition to the dark side of sales is that I learned that "Inbound" by itself, is not enough to grow a business. That's why I made the transition to Unbound Growth.

So this "inbounder" crashed the party at OutBound Conference in Atlanta. Because it's not about one thing versus the other. It's about doing whatever it takes (ethically) to reach those that you can help the most.

Here is what stuck with me, as recorded live from the OutBound Conference!

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Topics: salespeople

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