Struggling Waitress to Sales Trainer & Author – Carole Mahoney on Industrial Growth Institute [Video]

Struggling Waitress to Sales Trainer & Author – Carole Mahoney on Industrial Growth Institute Episode 6

Summary
In this episode, Ed Marsh interviews Carol Mahoney, a sales trainer and coach, about her journey through personal and business frustrations, the critical role of B2B Sales Managers, and the importance of mindset in sales success.

Carol shares her personal background growing up in a family of entrepreneurs and her initial belief that marketing would eliminate the need for sales. However, after facing challenges in her own business, she realized the importance of sales and the need to change her mindset.

Carol digs deep into evolving #B2BSales:
– emphasizing the need to challenge buyers’ thinking and build trust by asking tough questions
– importance of aligning the sales process with the buyer’s journey
– her book “Buyer First Sales”
– importance of relevance to different audiences
– need for salespeople to understand the current state of sales and the importance of collaborative selling
– impact of technology on the buyer experience and how it can be used to enhance or hinder the sales process
– insights on selling to #BuyingTeams and managing change
– role of #SalesManagers in driving behavioral change and supporting their teams
– role of #SalesCoaching and #SalesRolelaying in sales training and the ideal span of control for sales managers
– involvement in sales communities and her mission to increase the representation of #WomenInSales

Takeaways
– The transition from marketing to sales requires a mindset shift and a willingness to challenge buyers’ thinking.
– #SelfLimitingBeliefs, such as the #NeedForApproval, can hinder sales success. It is important to replace these beliefs with positive and empowering ones. How @ObjectiveManagementGroup helps identify root causes of sales frustrations.
– #SalesAndMarketing should collaborate and align their efforts to effectively engage buyers throughout the buying journey.
– Key performance indicators (KPIs) for industrial companies include click-through rates, sales-qualified leads, velocity in the #SalesPipeline, average order rates, and involvement of key stakeholders in deals.
– #SalesEnablementContent should address buyers’ concerns and objections to lower the likelihood of no decision due to fear of making the wrong decision. Sales managers play a crucial role in driving behavioral change and supporting their teams.
– Coaching and role-playing are essential for effective #SalesTraining.
– Sales communities provide valuable opportunities for collaboration and learning.
– Increasing the representation of women in sales can lead to diverse perspectives and improved outcomes.
– Continuous learning and #ersonalDevelopment are key to success in sales.

Check out Carole’s website – https://www.unboundgrowth.com/
LinkedIn: Carole Mahoney https://www.linkedin.com/in/carolemahoney/
and Ed Marsh www.linkedin.com/in/edwardbmarsh
Twitter: Carole Mahoney https://twitter.com/icarolemahoney and Ed Marsh https://twitter.com/edbmarsh
Instagram: Carole Mahoney https://www.instagram.com/carolemahoney/ and Ed Marsh https://www.instagram.com/edbmarsh/
YouTube: @TheCaroleMahoney & @EdMarsh

Show Transcript – https://www.consiliumglobalbusinessadvisors.com/hubfs/Industrial%20Growth%20Institute%20Podcast/Carole%20Mahoney%20Unbound%20Growth%20-%20Industrial%20Growth%20Institute%20Podcast%20Episode%206.pdf

Learn about Overall Revenue Effectiveness™ Framework for Industrial Manufacturing Revenue Growth – https://www.consiliumglobalbusinessadvisors.com/overall-revenue-effectiveness-to-help-manufacturers-improve-sales

00:00 Introduction and Entrepreneurial Background
01:08 Hitting Rock Bottom, Mindset Change and Replacing Self-Limiting Beliefs
08:07 The Importance of Mindset in Sales
10:37 The Impact of Negative Sales Mindsets
15:10 The Role of Sales and Marketing
18:29 Putting Buyers First and Aligning Sales Process with #BuyingJourney
24:15 Key Revenue Growth KPIs for Industrial Companies
28:09 Importance of Sales Enablement Content
28:51 Carole’s Book “Buyer First Sales”
36:11 Consultative Sales and Asking Questions
39:20 Technology and the Buyer Experience
45:14 Buying Teams and Change Management
59:06 The Importance of Sales Managers, Coaching and Role-Playing in Sales
01:11:18 Women in Sales
01:16:01 The Origin of Unbound Growth
01:18:45 Recommended Resources for Learning about Sales
01:23:19 Carole’s Concerns about Climate Change
01:25:04 How to Connect with Carole

#InboundMarketingAgency #ManufacturingMarketing #IndustrialMarketing #B2BSales #RickRoberge #CaroleMahoney #UnboundGrowth #SalesCoaching #SalesRolePlaying #SalesTraining #salesmanagers #ManufacturingMarketing #B2BSales #ComplexSales #BuyerFirstSales #IndustrialGrowthInstitute