Unbound Growth Blog

Carole Mahoney

Carole Mahoney was among the first Hubspot Partners and is an entrepreneur's evangelist. Today she trains and coaches other entrepreneurs to grow their business with inbound.
Find me on:

Recent Posts

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”.

Read More

Topics: sales coaching, sales coach

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?

Read More

Topics: 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;

Read More

Topics: 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;

Read More

Topics: sales coaching, pipeline management

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.

Read More

Topics: sales development, sales proposals

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.

Read More

Topics: sales coaching, sales conversations, sales email

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.

Read More

Topics: sales coach, goal setting

7 Science Based Techniques to Develop a Discipline

Posted by Carole Mahoney  9/14/17 1:13 PM

Why do so many salespeople know what to do, but very few do what they know? Ok, now who hasn’t asked that question? From sales leader's posts on LinkedIn to the sales managers and salespeople we work with on a daily basis, it has come up a lot lately.

Discipline gets a bad rap, like work gets a bad rap.”Love what you do and you will never work a day in your life.” is quoted by everyone looking to only “work” 4 hours a week.

Read More

Topics: sales coaching, sales development

Why don't we trust salespeople?

Posted by Carole Mahoney  8/25/17 2:17 PM

Seems like an obvious question doesn’t it? If you have read Daniel Pink’s book, “To Sell is Human” you know that 9 out of 10 people have a negative perception of sales people. Heck, salespeople don’t even trust other salespeople!

Read More

Topics: sales coaching, sales development

The Unnoticed Obstacle to Achieving Your Sales Goals

Posted by Carole Mahoney  8/18/17 2:09 PM

Lately I have observed that several of the clients we have been working with, from salesperson to VP, have struggled with maintaining a positive outlook. No surprise when you consider that some studies show that 60-70% of our daily thoughts are negative, and not only that, but 95% of our thoughts are repetitive. So not only are they bad, they’re repeating themselves a lot. No wonder creating a positive outlook was one of the hardest things I had to do when I got into sales! It gets easier, but like most things- if you don’t use it, you lose it. Daily maintenance is crucial.

Read More

Topics: goal setting, sales science

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.

Learn more about our methodology for sales development.

Discover the method.

Adapt your sales process to your ideal buyer.

Map the steps.

Subscribe to this blog

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