Unbound Growth Blog

The 3 Question Close

Posted by Carole Mahoney  9/7/19 7:28 AM

One of the most asked questions I get from salespeople, sales managers, and entrepreneurs is...

How do I know when to close? How do I do it without being sleazy?

Not knowing when to close is like a gardener not knowing when to pick the tomatoes in the garden.

Check out my answer for when to close and what to do when they say no in this video clip.

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Topics: entrepreneur, sales management, salespeople

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.

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Topics: entrepreneur

3 Scary Facts About Entrepreneurs and Sales

Posted by Carole Mahoney  4/16/19 11:20 AM

A while ago, I volunteered for a local event put on by Envision Maine, a non profit organization dedicated to promoting the next economy. The event that I attended was titled “Educating Tomorrow’s Innovators and Entrepreneurs.”

From this event, I have been mulling over these thoughts on where the gaps for business growth were. I call them the three scary facts.

I am sure that these aren’t just true for the state of Maine, but on a much larger global scale as well....

So what are these scary facts?

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Topics: entrepreneur, sales coach

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.

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Topics: entrepreneur, sales coaching, salespeople, #livesaleslab

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

"I don't want to sell!

Posted by Carole Mahoney  8/2/16 2:48 PM

When someone recently asked me who my favorite shark on Shark Tank was-my answer surprised them when I said Barbara Corcoran.  Maybe it is because her history is a lot like my family history- she was a waitress before her start in real estate. Or perhaps its that she doesn't shy from tough love advice for female entrepreneurs like “Don't cry. Control your emotions.”

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Topics: sales, entrepreneur

Why successful salespeople embrace entrepreneurism

Posted by Carole Mahoney  6/17/16 1:30 PM

This past week I had drinks with a salesperson who had recently started a new position in a company. It was a new type of role for her. Rather than being in a office, she worked remotely and independently. The majority of her internal and customer conversations were virtual, not face to face. She was involved in all the stages of the buying process, not just one part.

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Topics: entrepreneur, sales mindsets

Time Management Tips for Entrepreneuers

Posted by Carole Mahoney  5/19/15 4:00 PM

When you are young, time seems endless. As we get older, we start to realize how valuable time really is.

There are plenty of psychological reasons you could infer from this simple observation, and there are many great quotes out there about time management like;

  • “What we see depends mainly on what we look for.” - John Lubbock
  • “What we focus on get’s done.” - Unknown
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Topics: entrepreneur

Who Runs Who? You or Your Business?

Posted by Carole Mahoney  4/24/15 2:24 PM

My neighbor has a very hyper-active dog. When they first began to try to take it for walks, I often wondered who was walking who. It took some time before they were able to change the dynamic of being the ones who lead the walk, and not the other way around.

I see business owners do it as well. Heck, I have done it too. We put off doing the things that we know we should do in favor of things that we could and should be delegating.

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Topics: entrepreneur

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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