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Carole Mahoney

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I grew up in a family of business owners, entrepreneurship is in my DNA. Despite that, I struggled to bring on new clients because I hated the idea of sales. I saw it as pushy, slimy and sleazy and wanted nothing to do with it. I believed that technology would make salespeople obsolete. At least, this was my hope when I was in my freshman year of college in 1993 and saw email for the first time. Through a lot of trial and error, I learned the hard way (is there any other way?) that we still need sales to help us connect problems and solutions. Today's buyer demands the type of salesperson who puts them first, listens to them, and asks the questions that helps them look at their problems and options differently. As I worked on my own sales mindsets, I was able to develop the skills to sell with my buyers in ways they they preferred to interact, and as a result- grew my business. Today, I am on a mission to help others change the way we think about sales, and therefore the way we sell, using research, behavioral science, and data. I believe that by doing so, we can shift the negative perception of sales in the same way the medical profession did during the Renaissance. Someday, children will say "I want to be a salesperson when I grow up!" Can you imagine what those Halloween costumes will look like? Now, with nearly two decades of experience as an author, speaker, coach, and trainer, I help entrepreneurs, founders, salespeople and sales leaders increase their revenue with a collaborative and science-based sales formula. My book, Buyer First: Grow Your Business with Collaborative Selling, reveals the revolutionary sales-success method that I use with my clients every day, drawing on data from 2.3 million salespeople. As the Chair of the Boston Emblaze chapter, I also lead a global community of sales professionals who are dedicated to raising the level of respect and performance in the sales profession. When clients tell me how this work has changed their life, personal relationships, and belief in themselves- it feels like Christmas morning.

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