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....
by Cian McLoughlin | Mar 15, 2021 | Psychology of Buying, Sales Tips and Tricks
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? Probably not, given I had to use spell check to help spell the word ‘phenomenally’. Is it a coincidence...
by Cian McLoughlin | Mar 9, 2021 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights
Warning: Soap-box style rant to follow! I’ve noticed three interesting trends in the B2B sales world recently. #1 Sales roles are being further and further segmented, with higher degrees of specialisation and a spaghetti soup of acronyms to describe each...
Recent Comments