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 | 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 | 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...
by Cian McLoughlin | Oct 28, 2015 | Win Loss Insights
In my day-to-day activities, I spend an inordinate amount of time talking to customers and C-suite decision makers on behalf of technology vendors. I’m usually there after the dust has settled on the deal and the scars have begun to heal. My role as an...
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