The Collaborative Sale: Building Trust (Carole Mahoney)

Course Lab: Lessons from Successful Online Course Creators

Carole Mahoney redefines sales as a collaborative process rooted in mutual trust. She reveals how aligning personal goals drives behavior change in courses and shares actionable insights on blending marketing with sales. Discover innovative strategies to forge genuine, lasting buyer relationships.

Carole Mahoney is a coach, sales influencer, and the founder of Unbound Growth.

In this episode, Ari, Abe, and Carole discuss:

• Rethinking sales as a collaborative process built on trust
• Shifting mindsets to align sales conversations with buyer needs
• Using cognitive-behavioral techniques to overcome sales fear and resistance
• Aligning marketing and sales messaging for buyer-focused communication
• Creating courses that prioritize the learner’s goals and behavior change
• Leveraging referrals and personal networks to build trust and grow sales

“Selling is [...] a collaboration. If you look at the definition of sales, it’s the exchange of value, meaning it’s not just a one-way street.” — Carole Mahoney

Guest Bio:

Carole Mahoney has been called the “Sales Therapist” by a Harvard Business School professor where she coaches for the Entrepreneurial MBA program. The president of the AA-ISP Boston Chapter, Mahoney has been named a top sales influencer by LinkedIn. As the founder of Unbound Growth, Mahoney collects data from 2.2 million sales professionals to coach others on what makes a great seller. Mahoney holds a BA in Marketing and Business Management from Franklin Pierce University and lives in Maine.

Resources or websites mentioned in this episode:

Mirasee
Ruzuku
Carole’s website: CaroleMahoney.com
Carole’s courses website: Unbound Growth

Credits:

Hosts: Ari Iny and Abe Crystal
Producer: Michi Lantz
Editor: Michi Lantz
Executive Producer: Danny Iny
Audio Editor: Marvin del Rosario
Music Soundscape: Chad Michael Snavely
Making our hosts sound great: Home Brew Audio

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Music credits:

Track Title: Bossa BB
Artist Name: Marie
Writer Name: Chelsea McGough
Publisher Name: A SOUNDSTRIPE PRODUCTION

Track Title: Coo Coos
Artist Name: Dresden, The Flamingo
Writer Name: Matthew Wigton
Publisher Name: A SOUNDSTRIPE PRODUCTION

Track Title: Grace
Artist Name: Shimmer
Writer Name: Matthew Wigton
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Track Title: Carousel Lights
Artist Name: Chelsea McGough
Writer Name: Chelsea McGough
Writer Name: Matthew Wigton
Publisher Name: A SOUNDSTRIPE PRODUCTION
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Special effects credits:

24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.

Episode transcript: The Collaborative Sale: Building Trust (Carole Mahoney) coming soon.