On this episode of the Sales Gravy podcast, Jeb Blount sits down with author and speaker, Carole Mahoney, to discuss her path to becoming an entrepreneur by using a buyer first approach.

Carole teaches us that when it comes to sales, you've gotta get out of your own head. It's not about you, your quota, or even how great your product is. It's all about the customer. You have to put yourself in their shoes and understand what they are really after. Ditch the rehearsed pitch and have a real conversation. When you genuinely care about helping people, not just closing deals, that's when the magic happens.
Key Takeaways:
- Mission to Change Perception of Sales: Carole is dedicated to changing how sales is perceived. She wants to shift the view of sales from being seen as pushy to being a respected and collaborative profession.

- Reconnect for New Opportunities: Reaching out to past prospects who initially said no can uncover new opportunities. Many former prospects may reconsider and become interested in your services again.

- Revive Closed Lost Deals: Revisiting deals that were previously closed lost can be fruitful. This approach can re-engage customers who have since realized their initial choice wasn’t the best fit.

- Re-engage Former Clients: Don’t overlook former clients who stopped working with you. They may be ready to come back, especially if their current solution isn’t meeting their needs.

- Leverage Anchor Clients for Growth: Securing a key client can provide a strong foundation for expanding your business. Use this anchor client to build credibility and grow your sales practice.

- Embrace Public Speaking: Use public speaking and keynotes to amplify your message and reshape industry perceptions. Listening to others insights can significantly broaden your impact.

How Carole Mahoney Crushed Her Business Goals
Carole Mahoney’s story is one of determination, innovation, and resilience. Her journey from struggling entrepreneur to a successful speaker and author offers valuable lessons for anyone looking to crush their business goals.
Turning Challenges into Opportunities
Every entrepreneur faces obstacles, and Carole Mahoney was no exception. She encountered financial constraints and doubts about her ability to succeed. But rather than letting these challenges hold her back, Carole used them as stepping stones. When things didn’t go as planned, she adapted her strategies and pushed forward. This mindset of turning setbacks into opportunities was crucial for her success. Instead of seeing a closed door, Carole saw a chance to find a new path.
The Power of Persistence
Persistence was a key factor in Carole’s success. Early in her career, she faced rejection from potential clients. Instead of giving up, she followed up with them even after they had said no. Her persistence paid off when these clients returned, eager to work with her once again. This demonstrates the power of follow-up and how it can turn past rejections into new opportunities.
Leveraging Past Opportunities
One of Carole’s smart strategies involved revisiting past opportunities that hadn’t worked out. She called up former prospects who had initially been interested but couldn’t proceed. Many of these prospects were still interested in her services and were willing to re-engage. By revisiting these past opportunities, Carole was able to generate new business and build stronger relationships. This approach highlights the value of maintaining connections and the potential of second chances.
Embracing Public Speaking
Another significant shift in Carole’s career was her move into public speaking. She began speaking at conferences and giving keynote addresses, sharing her insights and experiences with larger audiences. This new focus allowed her to spread her message about sales and its collaborative nature. Carole’s public speaking efforts not only broadened her influence but also helped change the perception of sales.