Unbound Growth Blog

The forgotten power of ‘scheduling the next meeting’

Posted by Richard Smith  10/31/18 7:00 AM

Richard Smith is the Head of Sales for conversation intelligence and coaching platform - Refract. He is passionate about developing sales people, analyzing the science behind sales conversations, and changing the broken culture and mindset towards sales coaching.

As part of any Sales 101 course, we are forever being told about the importance of ‘getting next steps’. Getting next steps from our prospect to assist with our sales process, is almost too obvious that for me to be writing an article on this topic, may appear to be patronizing to the naked eye.

Yet incredibly, time and time again, it is a key aspect of a sales conversation which is sadly missing.

And often the concept is so incredibly simple. So incredibly simple that I bore myself as I harp on about it so much. The simple concept of ‘getting the next meeting’.

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Topics: sales conversations, sales coaching

How to Add Value by Turning a Negative into a Positive

Posted by Carole Mahoney  9/28/18 7:30 AM

How do you add value to a conversation with anyone? If value is in the eye of the beholder, and you aren’t a mind reader- how do you do that?

This is made even more difficult by the fact that selling today isn’t face to face, so the clues we get when in person as to how someone is thinking are lost.

And oftentimes buyers have a negative viewpoint going into conversations that makes it difficult to communicate value to them. (This is called the Theory of Reasoned Action, we behave according to our attitudes and beliefs). This means they will reject your ideas, products, and services with phrases like; “It costs too much.”

So what do you do in that situation to add value?

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Topics: #livesaleslab, sales coaching, salespeople

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”.

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Topics: sales coaching, sales coach, salespeople

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: pipeline management, sales coaching, entrepreneur, salespeople

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, salespeople

How to fail at selling and still win

Posted by Ellie (Yael) Tamari  10/13/17 2:16 PM

I attended a networking event last night. My goal coming in was to track down, and connect with a top prospect in a strategic account I was trying to penetrate. I wanted to know if I can help them solve their business challenges.

After about an hour of meeting various people I finally found him standing alone. I walked up and said “Hey John, I’ve been looking for you”. He didn’t seem remotely excited to see me.

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Topics: sales conversations, sales coaching

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 development, sales coaching

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 development, sales coaching

Can salespeople get lucky on purpose?

Posted by Jessie Gonzalez  7/26/17 5:30 PM

This is more of a “realization”. I’ve had a busy week today as a salesperson, because I’ve gotten some referral business in my pipeline. Problem is, I didn’t do it on purpose.

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Topics: referrals, sales coaching

Are you planning on breathing today?

Posted by Mauricio Suarez  7/17/17 11:53 AM

When it comes to sales, there’s no better feeling than getting that PO, email from Finance, or Purchase confirmation. We feel accomplished and proud of ourselves, and happy we have begun that relationship with the customer. However, we sometimes forget what it took to get us to that moment, and forget that it - most often than not - took several calls and much effort to get that customer started. 
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Topics: prospecting, sales coaching

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
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