Unbound Growth Blog

Random Conversations About Sales Performance

Posted by Carole Mahoney  8/6/19 7:21 AM

When Brandon Gracey, Principal at Gaslight Solutions, asked if he could put me on the hot seat about sales coaching, how could I say no? (After he agreed to let me record it for everyone!)

Read on, or watch a video snippet of our conversation around:

  • Whether to focus on areas that the salesperson is best at or where there are gaps,
  • Whether there is a rubric to start from in training or if things begin with a self assessment,
  • What are the typical reps that you look for coaching?
  • How does mindset play a role in sales training?
  • And more!
Read More

Topics: sales coaching

Breaking things down to learn how to do better next time

Posted by Carole Mahoney  7/30/19 7:35 AM

The Patriots spend a lot of time watching their past games, slowing down each play to pick it apart. They really break things down to the fundamentals in order to learn what to do better next time.

Breaking things down to the basics isn't just a sports process; it's a process that all salespeople should be following as well.

Read More

Topics: What Sales Can Learn From Series

The Prospecting Habit

Posted by Carole Mahoney  7/27/19 7:45 AM

How do you make prospecting a habit?

How do you make it something that helps avoid the situation where you find yourself at the end of the month, end of the quarter, or end of the first half of the year wondering why your pipeline is so skinny?

You know why it's hard? Because it's hard to form new habits.

Read More

Topics: salespeople

Is there such thing as too much preparation?

Posted by Carole Mahoney  7/25/19 7:15 AM

We all know that preparation is critical, but what happens when we over prepare? Is over-preparation a bad thing?

Is there even such a thing as too much preparation?

Learn what Navy Seal, Stephen Drum had to say on this topic on the What Sales Can Learn From A Navy Seal session.

Read More

Topics: What Sales Can Learn From Series

I'm going to let you in on two secrets...

Posted by Carole Mahoney  7/22/19 7:25 AM

Like most people, I didn’t get into sales intentionally. This is my first secret. 

In fact, I avoided sales as much as possible because of my disdain for the used car salesman tactics I saw so many use. But when I opened my first business, I learned super fast how important sales is.

And so I read every book I could get my hands on and went to endless training sessions. I tried Sandler Selling, solution selling, SPIN selling, relationship selling, question based selling, jump up and down on one foot while rubbing your belly selling...

But I still found myself struggling to get more customers, nothing seemed to stick or work consistently. Every month that went by brought increasing frustration that I didn’t know what I was doing wrong and I was working so many hours I missed a lot of life’s most important moments.

I almost gave up.

Read More

Topics: sales lab program

How do you become a top salesperson?

Posted by Carole Mahoney  7/20/19 7:15 AM

How many books have you read? How many podcasts have you listened to, or how many workshops have you done all in the hopes that you'll learn the secret sauce to becoming a top salesperson?

As sales professionals, what does it take to master your craft, and as sales managers and leaders, what do you train and coach your people on so that they can adapt to new systems and processes in this hyper, fast world we live in?

To master your craft, and to develop top performers, we have to constantly be working on the fundamentals. But what are those fundamentals? It's something that the sales community still can't agree on. For how long now has report after report come back to tell us that barely 50% of salespeople are making their quota? Despite the technology and training that we're spending every year, the results still haven't changed.

Read More

Topics: sales training, salespeople

Why is preparedness so important?

Posted by Carole Mahoney  7/16/19 7:15 AM

On the first session of the What Sales Can Learn From series, we chatted with Navy Seal, Stephen Drum.

For our first question we asked Stephen the obvious first question...

Why do you believe preparedness is so important?

Read More

Topics: What Sales Can Learn From Series

What's the hardest decision you've had to make as an entrepreneur?

Posted by Carole Mahoney  7/13/19 7:30 AM

What's the hardest question or decision that you've had to make as an entrepreneur? For me, it was whether or not to invest more in someone who wasn't performing or do I cut my losses midway through the year and maybe I can recoup some of that time and effort?

When you consider that we are half way through the year, it's do or don't time.

And when you consider the importance of sales at this pivotal time, it only makes it a harder decision.

Unless you ask the 3 questions I share in this video.

Read More

Topics: entrepreneur

What Sales Can Learn From A Navy Seal

Posted by Carole Mahoney  7/9/19 7:18 PM

On the first session of What Sales Can Learn From Series, I spoke with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. 

Read More

Topics: What Sales Can Learn From Series

Mid-Year Check-In

Posted by Carole Mahoney  7/2/19 7:15 AM

Recently, I hiked through Utah with my son, which was one of my own personal goals. During this hike, I began thinking about how many actually reach their goals.

We're almost at halfway through the year right now, and at the beginning of this year, you probably set some pretty audacious goals for yourself.

But how is that going for you now?

Read More

Topics: video

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.

Subscribe Here!

Download eGuides and eBooks to start using today to help improve inbound sales, and your sales management skills
Download now.
Access the worksheets, recordings, and slide presentation with notes for sample sales and marketing training we use.
Access here.
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