Episode 125

Why You Must Adopt Collaborative Selling with Carole Mahoney

Published on: 4th October, 2023

Get FREE Sales Leadership Resources at go.transformedsales.com/pod

Highlights

  • [00:51] - Her initial misconception of sales and she eventually fell in love with it after a career in marketing.
  • [05:11] - Tackling a disconnect between marketing, sales, and buyers.
  • [08:14] - Why businesses must focus on buyer experience just as much as they do on customer experience.
  • [16:41] - How beliefs and mindsets impact the way that sales people show up in their sales careers.
  • [24:41] - A positively minded sales manager = a positively minded and successful sales team.
  • [27:17] - Buyer First: Writing a book to help business owners, startup entrepreneurs, and struggling salespeople to sell better.


In this episode of the Transformed Sales Podcast, I had a chat with Carole Mahoney, the Founder of Unbound Growth, a scientific sales development firm, eliminates the guesswork of how to hire the right salespeople and develop superhero sales teams using a using a cognitive-behavioral approach that is driven by data that delivers predictable revenue. Carole is also the author of Buyer First: Grow Your Business with Collaborative Selling. She is on a mission to change how the sales industry sees itself, and how buyers see it too. 


She is President of the Boston chapter of the Association of Inside Sales Professionals, has been named as a top sales influencer by LinkedIn and Sales Hacker, and is a sales Coach for the Harvard Entrepreneurial MBA Program. In our conversation, Carole discussed the concept of "buyer first" and how it can revolutionize the way we approach sales, shared her insights on self-awareness, mindset shifts, and the importance of collaborative selling, and so much more. Listen (Or watch on YouTube) to the whole episode to gain from her valuable wisdom.


Quotes

“As a business owner, you’re a sales person whether you like it or not” - Carole Mahoney


“Sales is about helping people. It’s about connecting problems and solutions together” - Carole Mahoney


“When we put our buyers first, we create buying experiences that add more value, and customer retention and acquisition becomes much easier” - Carole Mahoney


“Retention has less to do with customer success and more with the buying experience people initially have” - Carole Mahoney


“Before we can have a great customer experience, we have to have a great buyer experience” - Carole Mahoney


“The power of the positive mindset in impact is huge” - Carole Mahoney


“Selling is not something we do to others, it’s something we do with them. It’s a collaboration. It’s an exchange of value” - Carole Mahoney


“A salesperson is really someone who is building a book of business within another business” - Carole Mahoney


Resources Mentioned:


Learn More About Carole Mahoney in the Links Below:


Connect with Wesleyne:

Next Episode All Episodes Previous Episode
Show artwork for Transformed Sales

About the Podcast

Transformed Sales
Transforming Sales Managers to Lead Using Behavior-Based Skills Development
As a sales manager, you are judged by the performance of your team. And you're praised when they do well. But one thing that you've not been able to figure out is how to get everyone on your team consistently hitting quota every single month. Sales leadership is difficult.

The Transformed Sales podcast equips sales leaders with the skills to develop high-performance teams. We provide coaching strategies for improving sales team performance, mentoring developing sellers, and providing ongoing support for best practices. As a result sales leaders can guide, create, and nurture long-term relationships with their teams.

You will learn how to enhance your ability to engage in productive conversations with internal team members, resulting in a collaborative, dynamic environment where sellers feel supported.

Transformed Sales assists businesses in developing and building the culture necessary to build high-performing sales teams. In this leadership coaching program, coaching strategies are offered that can be used to improve the performance of sales teams. These strategies provide ongoing support and reinforcement of best practices