Unbound Growth Blog

The Science of Sales Development- Part 1

Posted by Carole Mahoney  3/15/17 7:59 AM

I have been talking a lot about the book ‘The Science of Selling’ lately because it begins to tell us- according to objective science- how buyers buy and the behaviors needed by salespeople to align to that.

It’s about time that sales leaders and experts turned to proven science. Rather than the bias of our own individual experience and success, proven science is a concept that has been verified through vigorous, scholarly research. It has been tested and verified through multiple sources. It goes through a peer review.

Behavioral scientist David G. Myers wrote, “A scientific theory explains through an integrated set of principles that organizes observations and predicts behaviors or events.” Scientists do not debate core scientific principles. (Cold calling is dead! Social selling is a scam! Sound familiar?) Is it any wonder why sales leaders and salespeople are confused and overwhelmed? How can they possibly know what is real, tested, and true? There needs to be a consensus as to what is known (according to science) and what is not known.

And while science answers many things, it raises even more questions in my mind. Now that we know what we should be doing, the next question is- will we do it and how well? How does our own psychology play into this formula? Can we truly change our own psychology?

And given this science-how does training and coaching need to change and work together? How can we help leaders develop their people and how can salespeople quickly adapt and change- not just once but continuously? And not just according to the latest fad, tech, methodology, or an expert’s “special sauce” but according to scientific principles?

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Topics: sales coaching, sales development, sales training, sales science

How Inbound Has Ruined Salespeople

Posted by Carole Mahoney  3/6/17 11:42 AM

Every so often I notice a pattern happening with coaching clients. The one that has been getting my attention lately is that most seem to be in reaction mode. For example, rather than asking buyers layered questions leading up to demos and meetings, they typically wait until the meeting or demo happens to see what they wanted to talk about.

Or they wait for buyers to get to take a specific action on the website before they will pick up the phone or reach out to them.

Or even worse, they dump a lot of information on the buyer and wait for them to sort out what is important to them.

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Topics: sales coaching, sales development, sales training

What are the fundamentals of sales?

Posted by Carole Mahoney  2/24/16 1:30 PM

There was a recent conversation happening among sales leaders, managers, and representatives around the question “Does mastering the fundamentals lead to improved sales performance?”

No surprise that the answer was yes, of course it does. What did surprise me, no, irked me, is that the majority of the answers were about skills, methods, tactics, process and methodology. Some answered that great listening skills are fundamental. Others talked about prospecting and qualifying, others even talked about CRM tools. Because I was irked, I did some more digging and Googled “fundamentals of sales”. Same result. Lots of posts about customer focus, optimism, prospecting, qualifying, etc…

Not the fundamentals at all. No wonder 52% of salespeople can’t make their quota when the sales community itself can’t even agree on what the fundamentals actually are!

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Topics: sales development, sales coach, sales mindsets

The Best Gift You Can Give in 2015

Posted by Carole Mahoney  12/24/14 1:54 PM

This morning a coaching client emailed me and asked, "Carole, We've already talked about XYZ prospects but I easily forget things. I'd like to revisit that conversation on this morning's call."  

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Topics: sales development

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 Do Science, Sales, Marketing and Harley-Davidson Have in Common?

Posted by Carole Mahoney  1/12/12 7:11 PM

Marketing Lessons from Harley Davidson & Dr. Dave Reibstein

Last night the Maine Center for Creativity hosted a talk with Dr. Dave Reibstein (herein referred to as Dr. Dave) To be truthful, I had signed up for the talk in November and had forgotten about it. The reschedule reminder email and title "Creativity & Innovation: The Good, Bad, & Ugly" prompted me to leave the house for the first time in days. (ok, so what if I really just needed an excuse to get out of the office and on the road...)

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Topics: scientific marketing, sales development, advanced analytics

Smarketing Tip: Is Your Sales Team All Talk?

Posted by Cheri Gaudet  12/23/11 10:20 AM

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Topics: sales development

Smarketing Analysis: Why Are Girls Better at Sales Than Boys?

Posted by Carole Mahoney  12/16/11 4:15 PM

The Sales Battle of the Sexes Answer

Girls have more tools, and they were raised to know how to use them. So this post is not meant to rub it in the boy's faces, but my intentions are that my observations will be taken as helpful tips to the boys and motivating factors for the girls.

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Topics: sales techniques, sales tactics, sales development

B2B Sales Development Analysis: Smarketing and the Perfect Match

Posted by Carole Mahoney  11/25/11 3:00 PM

Prospecting, Smarketing, and Buyer Intent

In a previous smarketing post, I explore the challenges that sales and marketing have when trying to determine if the marketing message was attracting the right people. 

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Topics: smarketing, sales development, b2b, prospecting tools

B2B Sales Development Breakthrough: Smarketing & Prospecting Tools

Posted by Carole Mahoney  11/23/11 7:00 AM

Can the Right Prospecting Tool Expediate Your B2B Sales Process?

Previously, a sales person's best prospecting tools were:

  • Yellow pages (click image to watch video)

  • Chamber of Commerce listings

  • Hoover's or D&B subscriptions

  • Family, friends, neighbors, connections, old co-workers, golf buddies...

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Topics: smarketing, sales development, b2b, prospecting tools

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