Unbound Growth Blog

The forgotten power of ‘scheduling the next meeting’

Posted by Richard Smith  10/31/18 7:00 AM

Richard Smith is the Head of Sales for conversation intelligence and coaching platform - Refract. He is passionate about developing sales people, analyzing the science behind sales conversations, and changing the broken culture and mindset towards sales coaching.

As part of any Sales 101 course, we are forever being told about the importance of ‘getting next steps’. Getting next steps from our prospect to assist with our sales process, is almost too obvious that for me to be writing an article on this topic, may appear to be patronizing to the naked eye.

Yet incredibly, time and time again, it is a key aspect of a sales conversation which is sadly missing.

And often the concept is so incredibly simple. So incredibly simple that I bore myself as I harp on about it so much. The simple concept of ‘getting the next meeting’.

Read More

Topics: sales conversations, sales coaching

How To Handle Objections

Posted by Carole Mahoney  10/24/18 10:28 AM

Objections are one of those things that we all encounter as salespeople, within every conversation that we have. How we handle them varies. Few do it well. Even fewer are able to turn objections into value-add statements and questions.

And like most things in sales, handling objections takes a framework that you can customize to each conversation, and practice the hell out of until it becomes second nature.

Check out the video for how I coach salespeople to handle objections, or read the 4 part framework.

Read More

Topics: #livesaleslab, salespeople, sales questions

What if you can't reach your goals on Inbound alone?

Posted by Carole Mahoney  10/17/18 10:50 AM

As a salesperson, I am a little bit of a control freak when it comes to lead generation. I just don't want to put all of my income in somebody else's hands, or wait for something to happen.

And isn't that what we all love about sales, the ability to take our outcomes into our own hands?

Read More

Topics: prospecting, salespeople

How to Add Value by Turning a Negative into a Positive

Posted by Carole Mahoney  9/28/18 7:30 AM

How do you add value to a conversation with anyone? If value is in the eye of the beholder, and you aren’t a mind reader- how do you do that?

This is made even more difficult by the fact that selling today isn’t face to face, so the clues we get when in person as to how someone is thinking are lost.

And oftentimes buyers have a negative viewpoint going into conversations that makes it difficult to communicate value to them. (This is called the Theory of Reasoned Action, we behave according to our attitudes and beliefs). This means they will reject your ideas, products, and services with phrases like; “It costs too much.”

So what do you do in that situation to add value?

Read More

Topics: #livesaleslab, sales coaching, salespeople

Data Analysis on the Impact Managers Have Motivating Salespeople

Posted by Carole Mahoney  9/23/18 7:30 PM

 

There is a lot that goes into effective sales coaching, but the research and results are real and measurable. Yet, even though coaching is where half of a sales managers time should be spent, there is little to no formal training and coaching on how to coach in the sales context.

But even if it was an ideal world, and all sales managers were superhero sales coaches, it still wouldn't make the impact you want without the necessary motivation and accountability. Because without them, salespeople will say; “Yes, you are right! I will do that…” but then, they almost never will.

If there's no motivation, there is no change.

So what does the data and research tell us about how to motivate salespeople?

Read More

Topics: sales analysis, sales leadership

What Salespeople Can Learn From Entrepreneurs

Posted by Carole Mahoney  9/18/18 7:30 AM

What can salespeople can learn about grit from entrepreneurs?

And what is grit anyway?

Grit is a term that has been made popular by psychologist Angela Duckworth when she explored what made high achieving people successful. But how did they develop the self control and perseverance attributed to grit? How did they continue through multiple failures to find success?

I'll share some of my own experiences that I've learned as an entrepreneur, and as what other psychologists have found in their research.

Read More

Topics: #livesaleslab, salespeople, entrepreneur

How the Data Proved Me Wrong About Sales Managers

Posted by Carole Mahoney  9/13/18 3:48 PM

Last week I presented brand new data on sales managers and their impact on their salespeople. If you were one of the sales managers and executives with growing teams that were there- thank you for your questions, the conversations in the hallways after, and the multitude of messages saying it was one of the best sessions all week.

For those of you who missed out, this post is for you.

Read More

Topics: sales management, sales leadership, sales coach

How do you deal with difficult prospects?

Posted by Carole Mahoney  9/5/18 8:00 AM

How do you (or your sales team) handle difficult prospects and buyers who do not want to share information? Because that never happens... right?

Do you just try to plow through it, or just ignore it?

Read More

Topics: #livesaleslab, salespeople

How to Use Inbound to go Outbound

Posted by Carole Mahoney  8/22/18 12:51 PM

I talk to salespeople daily, and one thing they all eventually tell me is - 'I need more pipeline.' In other words, 'I need to prospect more.'

The concept of prospecting seems simple- find more people to talk to that have problems you can help with. Why then is it so hard? Not only to commit to doing it, but then once you have committed to doing it- actually getting people's attention is not easy.

Especially if we talk first about what we care about.

The hidden reason why prospecting is so hard is the fear of rejection and need for approval. Even though we know we shouldn't, we take it personally- it is how we are wired. No one likes to be told no, and most people don't like to give bad news. 

On the weekly #livesaleslab, we often share and practice prospecting ideas. Recently we talked about how to use inbound to go outbound.

First we had to define what we mean when we are talking inbound and outbound. 

I related it to dating.

Read More

Topics: salespeople, prospecting

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.

Read More

Topics: #livesaleslab, salespeople, social selling

Why this blog exists.

"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

What are buyers thinking when they hear common sales questions, phrases, and pitches? Have a laugh with the link below to check out the new series and subscribe.

Watch 1 Minute Inside a Buyer's Head

Learn more about our methodology for sales development.

GET YOUR ROADMAP

Adapt your sales process to your ideal buyer.

Map the steps.

icon-ebooks-eguides-1.png
Download eGuides and eBooks to start using today to help improve inbound sales, and your sales management skills
Download now.
icon-worksheets-templates-1.png
Access the worksheets, recordings, and slide presentation with notes for sample sales and marketing training we use.
Access here.
icon-videos-audio-1.png
Access all of the previously held webinars and other live interviews for real world sales analysis and role playing
Watch now.

Posts by Topic

see all