What’s the future of sales in 2025? That’s the question Brent Adamson and I explored during our recent Livestream chat, Crystal Ball Sales Strategies: Brent Adamson & Carole Mahoney on What’s Next for 2025.
In our noisy world, communication feels more like a lost art than a daily practice. But as Paula White and I recently discussed, it’s not just about speaking or being heard—it’s about truly listening. Listening with intention, curiosity, and empathy...
Why does it feel so hard to “add value”? Maybe because we’re asking the wrong question. Instead of focusing on what we think is valuable, we need to start asking: What’s valuable to your buyer—and their buyers?
AI tools are reshaping the way we approach sales research, offering unprecedented insight into buyer preferences, communication styles, and even what their own customers value. But here’s the thing: AI isn’t here to replace our thinking—it’s here to...
Carole Mahoney recently sat with Todd Caponi for an episode of Sales Nerds | Back to the Future of Sales. They explored sales tactics' evolution, data-driven strategies' impact, and buyer-centric approaches' timeless importance. Caponi, known for...
As an entrepreneur and a sales professional, I'm always on the lookout for innovative ways to enhance my sales strategies. Interestingly, one of the most impactful lessons I've learned didn't come from a business seminar or a sales conference but...
Ever wondered how many touches it really takes to convert a prospect? Most of the data suggests that anywhere between seven and twelve touches are effective, with diminishing returns after twelve. But what do these touches look like?
Are you as tired as I am of the age-old stereotype of the pushy, slimy salesperson? The image of the used car salesman in the cheesy suit still lingers in the minds of many. But there's a better way to approach sales—one that doesn't involve...
In sales, it's easy to get caught up in the scripts, pitches, and strategies, forgetting the human connection at the heart of every successful transaction. This realization hit home for me while coaching students at Harvard Business School. And the...