by Cian McLoughlin | May 15, 2021 | Sales Tips and Tricks
Here’s what I find puzzling! We all know great content when we see it. Scrolling through LinkedIn, it jumps out at you through the bland posts and sea of sameness. You read, watch or listen and think …”Yup, this person clearly knows what...
by Cian McLoughlin | Apr 28, 2021 | Lucky Dip
Here’s a funny thing I’ve noticed working with lots of B2B companies over 20+ years in the industry … The majority of their sales activity and marketing content tends to be focused on new customers. White Space – Blue Sky – Green Fields...
by Cian McLoughlin | Apr 15, 2021 | Sales Tips and Tricks, Training
There’s a fundamental flaw with the way most B2B companies approach sales training and enablement. The de facto approach is usually to focus on the process, not the outcome … “We’ve got $50k sales enablement budget, let’s see what we can get...
by Cian McLoughlin | Mar 29, 2021 | Sales Tips and Tricks
Slippage. Blood Commit. Bottom Drawers and Bluebird Deals. The language of sales forecasting can be confusing and deeply unsettling at times. Over 20 years I’ve seen the very best and the very worst practices. As we enter the final days of EoQ madness, forecast...
by Cian McLoughlin | Mar 25, 2021 | Psychology of Buying, Sales Tips and Tricks
I was reminded the hard way this week of a few key sales lessons, when I went to get my car washed. The attendant looked at the outside and said nothing. He opened the door, looked inside, made a face and said “Very dirty” – Strike one I asked for the standard...
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