Unbound Growth Blog

3 Actionable Strategies for Beginning Conversations

Posted by Carole Mahoney  4/19/18 1:35 PM

 
Even as professional salespeople, it can be intimidating trying to talk to strangers. Maybe because most of us were raised to not talk to strangers? Check out the video below to hear what I recently discussed, analyzed, and practiced with participants on a recent #livesaleslab.
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Topics: salespeople, #livesaleslab, video

Do you have a disqualification mindset?

Posted by Carole Mahoney  4/13/18 7:50 AM

What is a disqualification mindset and how do you develop one? How does it impact the engagement you have with potential buyers?
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Topics: salespeople, #livesaleslab, video

How true is the saying 'As goes the manager, so goes the team'?

Posted by Carole Mahoney  3/7/18 7:25 AM

Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS sales team is now #1 in their company, with a 98% customer retention rate.

Many of us have heard the phrase, “As goes the leader, so goes the team,” and much has been written about empathy in leadership (put yourself in their shoes), servant leadership (put others first), and ethical leadership (do what is right). And there are studies that show that these things help team members be more creative and more efficient when doing their jobs.

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Topics: sales management, sales leadership

Super Bowl Sales Lessons

Posted by Carole Mahoney  2/1/18 5:21 PM

I have been a New England Patriots fan ever since I can remember. (If you are currently an “anyone but the Pats fan,” I wish you luck.)

My earliest childhood memories were watching the games with my family, and no matter what, cheering for the Pats. To say they were the underdog in those early years is an understatement.

When they made it to the ‘85 Super Bowl, it was a bigger than Christmas, and at 9 years old Christmas was still a big deal. When they lost, I cried on the way home sitting on the hub in the middle of my uncle’s truck. No one spoke, except for the random, “F’ing Pats”.

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Topics: sales coaching, sales coach, salespeople

Are you setting your new sales hire up to fail?

Posted by Carole Mahoney  1/23/18 7:30 AM

Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in a snow storm?

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Topics: sales management, sales leadership, sales hiring, sales onboarding

What a failed sales hire really costs and how to reduce the risks

Posted by Carole Mahoney  1/19/18 7:59 AM

It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to accomplish, I have gotten answers that included;

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Topics: entrepreneur, sales management, sales leadership, sales hiring

Frozen Pipes and Pipelines

Posted by Carole Mahoney  1/3/18 1:05 PM

The founder of a SaaS software startup company that I just started working with is located in the same region as I am. Here in the Northeast, the past few weeks have been brutally cold with double-digit sub zero temperatures at night and highs in the single digits during the day. Not only have pipes been freezing in homes and businesses, but some cities main water lines are freezing too.

If you have lived in this type of climate before you know that to prevent this from happening you should leave your faucets on enough to drip. The constant water flow make the pipe less likely to freeze.

As we were talking about his sales opportunities, all of them were in the same stage they had been for weeks and months. To which I said;

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Topics: entrepreneur, sales coaching, pipeline management, salespeople

Discounts must die.

Posted by Carole Mahoney  11/20/17 8:00 AM

Seem like strong words? Good! Keep reading, this post is for you.

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Topics: sales development, sales proposals, salespeople

4 Must Ask Questions Before You Click Send

Posted by Carole Mahoney  11/3/17 11:07 AM

Sometimes when we are coaching salespeople, we are reviewing sales calls, social media interactions, and yes- even email. Wherever and however the conversations are happening, we want to know about it.

Below are examples of 2 different emails sent into us from clients, how we edited them, and why. From that came 4 questions you should be asking before you send your next sales email.

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Topics: sales coaching, sales conversations, sales email, salespeople

Why?

Posted by Carole Mahoney  10/19/17 12:09 PM

This is my favorite question, just like an annoying four-year-old. And since the popularity of Simon Sinek's book “Start with Why” it seems to be the thing on everybody's mind.

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Topics: sales coach, goal setting

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.

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