by Cian McLoughlin | May 23, 2021 | Psychology of Buying, Sales Tips and Tricks
Sticker shock is a funny thing, isn’t it? There you are, engaged with your prospect. Some great meetings. Discovery calls. Deep dives. You get shortlisted. They ask for a proposal. You send it over and then … something changes? Suddenly they go cold or go quiet....
by Cian McLoughlin | May 15, 2021 | Sales Tips and Tricks
Here’s what I find puzzling! We all know great content when we see it. Scrolling through LinkedIn, it jumps out at you through the bland posts and sea of sameness. You read, watch or listen and think …”Yup, this person clearly knows what...
by Cian McLoughlin | Apr 15, 2021 | Sales Tips and Tricks, Training
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 … “We’ve got $50k sales enablement budget, let’s see what we can get...
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...
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...
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....
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