by Cian McLoughlin | May 30, 2017 | Psychology of Buying, Sales Tips and Tricks
Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps. Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These...
by Cian McLoughlin | Mar 13, 2017 | Psychology of Buying, Sales Tips and Tricks, Training, Win Loss Insights
‘Fake it til you make it’… …Is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome...
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 | Jun 21, 2016 | Lucky Dip, Tools, Win Loss Insights
It’s a strange sensation, sitting in front of your computer preparing to write a book, especially a book about a subject like how to improve sales. For me at least, it seemed like such a steep mountain to climb, that for a long time I wasn’t sure I’d ever finish it,...
by Cian McLoughlin | Apr 19, 2016 | Sales Tips and Tricks, Tools
Near the beginning of Orwell’s masterpiece, Animal Farm, the animals embrace the powerful philosophy that “All animals are created equal”. During my 20-year career in the B2B sales industry, the majority of sales organisations I know seemed to work on the basis that...
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