by Cian McLoughlin | Mar 15, 2021 | Psychology of Buying, Sales Tips and Tricks
The 2 biggest deals I closed last year, said yes within 1 hour of me submitting my proposal. Is it because I’m phenomenally good at what I do? Probably not, given I had to use spell check to help spell the word ‘phenomenally’. Is it a coincidence...
by Cian McLoughlin | Mar 9, 2021 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights
Warning: Soap-box style rant to follow! I’ve noticed three interesting trends in the B2B sales world recently. #1 Sales roles are being further and further segmented, with higher degrees of specialisation and a spaghetti soup of acronyms to describe each...
by Cian McLoughlin | Mar 1, 2021 | Psychology of Buying, Sales Tips and Tricks
Don’t talk about your customers, talk to your customers. Don’t guess at their preferences, find out what they actually like and dislike. Don’t ponder their decision criteria, get them to explain it to you. There’s a gaping blind-spot in the B2B...
by Cian McLoughlin | Apr 5, 2019 | Psychology of Buying, Sales Tips and Tricks
Ghosting: The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication (Oxford Dictionary) “Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of...
by Cian McLoughlin | Feb 5, 2019 | Psychology of Buying, Sales Tips and Tricks
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent...
by Cian McLoughlin | Jul 4, 2018 | Sales Tips and Tricks
At some stage of our career, all of us will work with someone who seems to have the Midas touch when it comes to making sales. They smash their target every year, customers love them, team members want to work with them … it’s infuriating! How are they so...
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