Unbound Growth Blog

The Science of Sales Development- Part 2

Posted by Carole Mahoney  3/24/17 12:24 PM

Who on your team can and will improve their sales performance?

If you are a sales leader, you have probably asked yourself and maybe even others; “How long should I hold on to a sales team member who is not achieving even 50% of his/her quota? And in conjunction with the previous question..How do I know when they have coached enough to give up?”

This was a few of the questions that a VP of Sales at a tech company asked us recently. Not easy questions to answer, but we have been hearing them a lot lately. Who wants to give up right before you are about to see results? Or perhaps you feel the weight of the investment and don’t want to admit the loss? So much time, money and energy has already been put into this person and the cost of a failed hire is high (yes, even if they are commission only). That cost is especially high for small businesses bootstrapping growth.

And if you aren’t at that point of trying to decide whether or not to give up on certain members of your team, you may be asking yourself;

  • Who should be trained and coached?
  • What should we be training and coaching on?
  • How do we know if they will improve?

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Topics: sales assessments, sales assessment test, sales science

How will Women Entreprenuers Change the World?

Posted by Carole Mahoney  5/13/12 6:08 AM

More women (than men) are graduating from college, starting businesses, families.

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Topics: marketing strategy, sales strategy, sales assessments, sales coaching, marketing coaching

3 Strategic Sales Performance Analysis Techniques to Increase Sales

Posted by Carole Mahoney  3/25/12 12:07 PM

What is the objective of sales performance analysis?  

Do you believe that the objective of data analysis is to find a problem to fix? Is the only way to achive better results in sales and marketing to focus on where quotas are not being met? 

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Topics: smarketing, sales assessments, sales development, customer profiles, sales performance

What Two Factors Are Most Important to Sales & Marketing Success?

Posted by Carole Mahoney  3/15/12 12:37 PM

Here we go.

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Topics: sales techniques, sales strategy, sales assessments

The Top 3 Sales Strategies To Avoid

Posted by Carole Mahoney  2/6/12 10:40 AM

Recognize the most common doomed sales techniques.

Last week Rick Roberge posted a guest blog post, at my request, about sales assessments and why they are critical. And as usual, whenever I ask Rick for anything, I get double what I expected.

So I had to cut his post in half, and of course add in my own 2 cents. Plus, this is a challenge. It is now 10:47am. My next task starts at 11am. I have 13 minutes and 5% battery life left to finish this post.

Ready? On your mark, get set, GO!

Sales techniques that will cripple any plans to increase revenue.

  1. Happy ears – Prospect says, “You’re one of three finalists.” and salesperson thinks, “Got one!”
  2. Under-utilized ears – (often in tandem with excess verbosity) Sales person talks too much, doesn’t understand prospect. Prospect feels un-listened to and eventually gets rid of salesperson with a lie or a stall.
  3. Premature presentation – (often results in excess proposals) Salesperson doesn’t ask questions. Assumes that prospect needs, can afford and can decide to buy. So, he launches into pitch mode, and often doesn’t address the needs of the prospect. Excess proposals cause unnecessary follow-up and waste time that could be invested into higher quality sales opportunities.
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Topics: sales strategy, sales assessments, sales and marketing integration strategy

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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