Ambassador

Carole Mahoney

Founder at Unbound Growth

United StatesVerified Community Ambassador

Identified Expertise

Content Carole is Following

Do you trust the data & reports from the big analysts?

Strategy & Architecture

Yes

No

Sometimes

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111.8k views123 Upvotes58 Comments

Are you happy in your current role?

People & Leadership Talent Management & Performance

Yes

No

Unsure

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32.4k views18 Upvotes17 Comments

How do people influence others in a business setting? Is anyone consciously using the six universal principles of persuasion that can make people say “yes” automatically, without much conscious thought, as discussed by Robert Cialdini in his book, 'Influence'?

These principles are: Reciprocation: People feel obliged to return favors or gifts that they receive from others. Liking: People are more likely to agree with or help those they like or find attractive. Social Proof: People look to others for guidance on what to do or believe in uncertain situations. Authority: People tend to obey or respect those who have expertise, status, or power. Scarcity: People value things more when they are rare, limited, or exclusive. Commitment and Consistency: People want to act in ways that are consistent with their previous actions, words, or beliefs.

Business Relationships Customer Engagement

Carole MahoneyFounder at Unbound Growth in Services (non-Government)2 years ago

While all the tactics you have described are helpful, I have found that using open-ended, sequential questions to first better understand the other person's perspective as the best way to influence. By doing so, not only ...read more

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1.9k views2 Upvotes2 Comments

What are your best suggestions for unearthing cross-sell opportunities as an account manager? Are there specific questions to ask, or is it more about customer research?

Customer Engagement

Carole MahoneyFounder at Unbound Growth in Services (non-Government)2 years ago

Enterprise sales is all about 'landing and expanding', starting with providing an exact solution at a mutually agreed upon price, then expanding based on iterative success and ROI. To increase cross-sell and upsell ...read more

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1.4k views2 Upvotes8 Comments