Carole Mahoney

In this insightful conversation, Sean Burke, COO of Prometric, Carole Mahoney, founder of Unbound Growth, and Paul Fuller, CRO of Membrain, delve into the intricacies of sales culture. They emphasize the importance of understanding the buyer’s experience and the role of trust in vendor selection. The guests challenge outdated stereotypes about sales, promoting a collaborative approach over manipulation. They also discuss the impact of realistic goals on team performance and the necessity for sales enablement tools to foster genuine connections.

Carole Mahoney, an author, speaker, coach, and trainer, shares her cognitive sales approach. Topics explored include initiating pricing conversations, quantifying the cost of inaction, addressing objections, understanding buyers, and shifting the focus to buyers.

In this engaging discussion, Carole Mahoney, author of 'Buyer First' and a passionate sales educator, emphasizes the importance of a buyer-first approach in sales. She encourages listeners to shift their focus from personal targets to truly understanding customer needs. Carole shares strategies to reconnect with past prospects and revive closed lost deals, revealing that former clients might be open to returning. With a mission to transform the perception of sales from pushy to collaborative, she inspires sales professionals to foster genuine conversations.

Carole Mahoney, Founder of Unbound Growth and author of Buyer First, talks about shifting sales focus to buyer needs, avoiding outcome fixation, and fostering collaborative selling. She emphasizes the importance of changing perceptions of sales and using buyer-focused language. The podcast also discusses identifying roadblocks in sales and the connection between sales and problem-solving.

Discover the science behind the success of collaborative selling with Carole Mahoney, the brilliant guest on this episode. Learn why buyers experience a dopamine hit when they are part of the sales process and how managers can reinforce anti-collaborative sales approaches. Explore the importance of adopting a buyer-first mentality in sales and the impact it has on sales success. Challenge traditional sales approaches and uncover the significance of emotional intelligence in sales. Reflect on the impact of their work and discover where to find the speaker and their book.