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....
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...
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