by Cian McLoughlin | Sep 9, 2016 | Sales Tips and Tricks, Truth, Win Loss Insights
Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not. I ran a workshop recently for a B2B technology company. Two members...
by Cian McLoughlin | Jun 28, 2016 | Psychology of Buying, Sales Tips and Tricks
Guest post by Jonathan Allen, SalesLoft The buying patterns of millennials developed in a time where authenticity, transparency and connectivity ruled the world. The last thing they want you to do is sell to them, they need you to completely re-imagine your selling...
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 | 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 | Jul 30, 2015 | Sales Tips and Tricks
I get asked this question all the time, by customers, business acquaintances, even friends and family. There’s an underlying assumption in the question that certain people are simply born salesmen and women; arriving into this world with an impeccable set of...
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