by Cian McLoughlin | Jan 24, 2017 | Sales Tips and Tricks
People aren’t buying what you’re selling, they’re buying you and your stories In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder...
by Cian McLoughlin | Jan 16, 2017 | Sales Tips and Tricks, Transformation
“Wise men speak because they have something to say; fools because they have to say something.” – Plato I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they asked me to talk about was...
by Cian McLoughlin | Jan 8, 2017 | Sales Tips and Tricks, Win Loss Insights
There is only one boss: the customer. And he can fire everyone in the company, simply by spending his money somewhere else – Sam Walton (Founder of Walmart) Optimising sales is the single biggest priority for sales managers and sales reps in most businesses...
by Cian McLoughlin | Nov 22, 2016 | Sales Tips and Tricks, Uncategorized
B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the world appreciates being shoe-horned into a sales process, which doesn’t align with their buying process. Selling is really the art of...
by Cian McLoughlin | Nov 7, 2016 | Psychology of Buying, Sales Tips and Tricks, Transformation
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. I’m not sure if my grey hair had given him the mistaken assumption I’d begun my career when IBM was...
by Cian McLoughlin | Oct 4, 2016 | Sales Tips and Tricks, Training, Win Loss Insights
The typical response to a slump in sales is to hire an external training company, in the hopes they can somehow arrest the slide. I should know, on more than one occasion over the past 5 years, my company Trinity Perspectives has been brought in and asked to work our...
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