by Cian McLoughlin | Jan 24, 2017 | Sales Tips and Tricks
People aren’t buying what you’re selling, they’re buying you and your stories In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder...
by Cian McLoughlin | Jan 8, 2017 | Sales Tips and Tricks, Win Loss Insights
There is only one boss: the customer. And he can fire everyone in the company, simply by spending his money somewhere else – Sam Walton (Founder of Walmart) Optimising sales is the single biggest priority for sales managers and sales reps in most businesses...
by Cian McLoughlin | Nov 7, 2016 | Psychology of Buying, Sales Tips and Tricks, Transformation
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. I’m not sure if my grey hair had given him the mistaken assumption I’d begun my career when IBM was...
by Cian McLoughlin | Oct 4, 2016 | Sales Tips and Tricks, Training, Win Loss Insights
The typical response to a slump in sales is to hire an external training company, in the hopes they can somehow arrest the slide. I should know, on more than one occasion over the past 5 years, my company Trinity Perspectives has been brought in and asked to work our...
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...
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