Join Carole as she shares her preliminary research into how to identify who on your sales teams can improve now and how to train and coach them using proven psychological and behavioral sciences. Find new ways to adapt your development programs according to proven science, not the latest trends, and to develop salespeople into quota busting rockstars that stay longer. Watch the on demand recording on the Sales Experts Channel here: https://www.brighttalk.com/webcast/14877/235645

1. Mindset Matters
The Science of Developing Sales people
@icarolemahoney #SalesXperts

2. Introductions
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts

3. 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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7. 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

8. @icarolemahoney #SalesXperts
“We need goals in
order to drive our
lives, rather than
settle for what
comes our way.”
~Rick Roberge

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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

10. @icarolemahoney #SalesXperts
1Know thyself

11. #mindsetmatters
Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
@icarolemahoney #SalesXperts

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19. Impact on Revenue
@icarolemahoney #SalesXperts
1.34% increase in average deal size
2.Up to 50% reduction in sales cycle
3.Up to 98% increase in sales

20. Learn more
Carole Mahoney
e@carolemahoney.com
linkedin.com/in/carolemahoney
www.unboundgrowth.com
@icarolemahoney #SalesXperts