The Trinity Blog
Voted one of the Top 50 Sales Blogs in the world for the past 7 years by Top Sales World magazine, each article is written with a simple goal in mind: To engage, educate, or inspire readers, stimulate conversation and debate, and continually challenge the status quo.
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Sales training should start with the end in mind
There’s a fundamental flaw with the way most B2B companies approach sales training and enablement. The de facto approach is usually to focus on the process, not the outcome …
The best and worst of sales forecasting
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 …
Car wash sales lessons
I was reminded the hard way this week of a few key sales lessons, when I went to get my car washed.
Anatomy of a competitive loss
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.
What can you learn from Trinity’s wins?
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?
Master the basic skills
Warning: Soap-box style rant to follow!
I’ve noticed three interesting trends in the B2B sales world recently.
Talk to your customers
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.
7-step framework to stamp out ghosting
“Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of people wiping their digital slates clean, simply to avoid the awkward break-up conversation.
Putting the ‘I’ into ‘AI’ may be the key to your sales success
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation …
Mood of the B2B Buyer Report
More than a year ago, I hatched an idea to tap into the sentiment of business decision makers and procurement people around the world, to understand what really makes them tick.
Traits of the most successful sales professionals
At some stage of our career, all of us will work with someone who seems to have the Midas touch when it comes to making sales.
What not to do when closing a deal
As we edge closer to the end of the quarter/financial year, the pressure to close deals is almost certainly increasing.
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