Over the past few weeks, I have been working with a team of salespeople and their manager at a large SaaS software company. Doesn’t seem like that would be so unusual does it? Happens all the time that an outside trainer or coach would work with a...
Carole Mahoney
Recent Posts
There is a negative perception of sales today that has been around for a long time. Last week I was reminded why that is when I got this email:
“Thank you for creating stellar content! Your blog rocks. Thanks for providing unique stories. I always...
Last week, my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers...
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...
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...
.png)
One of the problems with sales today
I had read Dan Tyre’s article on the HubSpot blog, “6 Phrases Sales Managers Use That Always Backfire”. The article and some of the comments highlighted what I see as one of the major problems happening with...
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...
What will it take to create respect for the sales profession?
The state of sales today reminds me of what the state of the medical profession from the 16-18th centuries was. Sales, like medicine, has been evident since the beginning of recorded...
Have you ever taken a CPR certification class? When my kids were newborns I had a day care business and got 1st Aid certified. Two days of book work, classroom, and role playing exercises with dummies... I was bored and thought it was silly, until...
At one point during every sales coaching engagement, the subject of creating content comes up.
It’s not really a question of if salespeople should be creating and engaging in content online- it’s what content, it's where to find the time, and how...
