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.
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Recent Posts

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

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

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

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.

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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!

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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.

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Topics: goal setting, sales science

Hiring a salesperson? What should you look for?

Posted by Carole Mahoney  8/4/17 3:52 PM

What should you be looking for in your next salesperson? And if you are looking for a sales job, what should you be working on to attract top employers?

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Topics: sales, recruiting

80% of a Sales Manager's Time Should Be Spent on 4 Things

Posted by Carole Mahoney  7/19/17 4:52 PM

One of the salespeople we have been coaching asked, “Could I be a good sales manager? It seems like a thankless job of being pulled into many directions at once. I can’t say that there is any one at my company that I would want to be like…”

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Topics: sales management

3 Sales Leaks CEOs Can't Afford to Ignore

Posted by Carole Mahoney  7/12/17 5:15 PM

I was recently asked if summer was a slow season for me. Having worked with startup CEOs, small business owners, and enterprise executives for the past decade, summer is when the busy season is just starting. It surprised me that I hadn’t really noticed it before, and when I started to wonder why I realized - it’s probably because when we set goals for ourselves, it's hard to ignore the halfway mark of the year when you are barely getting there, or falling further and further behind.

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Topics: sales development, sales analysis

8 Competencies a VP of Sales Needs to Succeed

Posted by Carole Mahoney  6/28/17 2:28 PM

Lately several VPs of Sales have approached us or been referred to us. Some want help understanding what is happening with their sales force. Others are new to the role and “need to make sure this goes right” to prove they can do it. Others are concerned that they might “short change the team with gaps” in their skillset.

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Topics: sales development, sales leadership

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"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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