mindset matters-the science of developing salespeople
TRANSCRIPT
Mindset Matters
The Science of Developing Sales people
@icarolemahoney #SalesXperts
Introductions
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts
Agenda
Current state of (inside) sales development.
What science has to do with mindset and why it
matters.
Proactive sales development
What does this mean for revenue growth?@icarolemahoney #SalesXperts
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Source: Sales Executive Council
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Proactive Sales Development
The Pure Science:
Goals & Plans
Assessment &
Awareness
Mindset Examples@icarolemahoney #SalesXperts
The Applied Science:
Continuous training &
coaching
Group & peer coaching
Role play
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“We need goals in
order to drive our
lives, rather than
settle for what
comes our way.”
~Rick Roberge
@icarolemahoney #SalesXperts
1Goal Setting and Action Plans
1. Think
2. Think and write
3. Think, write, make action commitments
4. Think, write, action commitments, and share
5. Think, write, action commitments, share, give
weekly reports & get feedback
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1Know thyself
#mindsetmatters
Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
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Impact on Revenue
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1.34% increase in average deal size
2.Up to 50% reduction in sales cycle
3.Up to 98% increase in sales
Learn more
Carole Mahoney
linkedin.com/in/carolemahoney
www.unboundgrowth.com
@icarolemahoney #SalesXperts