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The best and worst of sales forecasting

The best and worst of sales forecasting

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...
Car wash sales lessons

Car wash sales lessons

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...
Anatomy of a competitive loss

Anatomy of a competitive loss

by Cian McLoughlin | Mar 19, 2021 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights

Interested to read the anatomy of a close competitive loss? From a long list of 9 vendors, the client short listed to 2. The feedback from the prospect on the losing vendor was odd. “No negative feedback at all. Basically very, very responsive. Pleasant to work with....
What can you learn from Trinity’s wins?

What can you learn from Trinity’s wins?

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...
Master the basic skills

Master the basic skills

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...
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