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When Sales Coaching is More Than Sales Coaching

Posted by Carole Mahoney on 2/26/15 3:27 PM

For the past few months, I have been working with my sales mentor, with marketing agency owners, and with other professional consultants to help them grow their businesses by closing more sales. Here is my why.

For over 5 years, I was a freelance consultant. Later, I was a marketing agency owner myself. I had a lot of different jobs prior, from just about every job inside of a restaurant, to medical assistant for an eye surgeon, to office manager for a transportation company, to sales and marketing manager for an international software company and then a financial company.

That experience in a multitude of industries helped me work with various clients. It was relatively easy for me to understand the context of their business and be able to empathize with their buyers.

I also grew up in a family of entrepreneurs.

My grandmother ran her own real estate agency in the 70's and 80's. My grandfather had his own shop store. Later, my mother ran her own painting business. So, I have a special place in my heart for start-up entrepreneurs and small business owners.

After running my own business for a few years Peter Caputa recommended that I talk to a sales mentor about how to get better at sales. I ended up signing up for HubSpot's first ever sales training program for partners back in 2010. After 6 months, my perspective of sales had completely changed. That changed me, it made me a better marketer, employer, wife, my mentor once said, I stopped yelling and started selling. 

Then I decided to change course and closed the marketing agency. There was one reason why.

Marketing alone wasn't enough to really help businesses grow.

Clients my team and I worked with increased traffic and leads, but they weren't turning into sales. When I would try to advise clients on how to sell to inbound leads, they didn't want to listen, or change. Their results became out of my control. They eventually went away and even though we did what we promised, I felt like we failed because without sales, it didn't mean anything. If it didn't work, I couldn't sleep at night if I just ignored that fact. 

But I am one person, what can I do to help?

The world is a little bit different now. Social selling, inbound selling, consultative selling, sales and marketing alignment has started to become more popular and accepted. Some sales people are even starting to blog and do "marketing" stuff! Most people understand that sales has changed, but not many have figured out how to change with it. 

Now, if I can help marketing agencies and those who help small business grow transform into better sales people, they can pass that on to their clients, and then real growth can happen. The coaching becomes more than just helping one company grow, and spreads to many.

Are you ready to change how you engage with inbound leads and not only grow your business, but also your clients?

Get the Unbound Growth Roadmap.

Topics: inbound sales