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...
by Cian McLoughlin | Nov 11, 2015 | Sales Tips and Tricks, Tools
The truth knocks on the door and you say, “Go away, I’m looking for the truth,” and so it goes away. Puzzling. Robert M Pirsig – Zen and the Art of Motorcycle Maintenance Zen and the Art of Motorcycle Maintenance tells the story of a road trip...
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...
by Cian McLoughlin | Sep 4, 2015 | Sales Tips and Tricks, Transformation
The sales rep stood with an air of quiet confidence, as a hush fell over the room. All the key stakeholders were present, CEO, CFO and CTO, the head of the steering committee, the governance, risk and compliance team and a smattering of the user community. This was...
by Cian McLoughlin | Aug 28, 2015 | Lucky Dip
Mrs Doyle has few pleasures in life … living as she does, on a small island off the wild Atlantic coast of Ireland. She spends her days tending to the needs of Father’s Ted, Jack and Dougal, keeping them well-fed and supplied with a steady stream of strong Irish tea....
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