by Cian McLoughlin | Jun 15, 2018 | Psychology of Buying, Sales Tips and Tricks
As we edge closer to the end of the quarter/financial year, the pressure to close deals is almost certainly increasing. The funny thing about being under pressure to close deals, is that our customers and prospects often sense our growing desperation. When we project...
by Cian McLoughlin | Jul 19, 2017 | Psychology of Buying, Sales Tips and Tricks
“You train animals, you develop people” – Anon This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause for thought. I reflected on how many of our clients have been with us...
by Cian McLoughlin | May 30, 2017 | Psychology of Buying, Sales Tips and Tricks
Enterprise sales is not actually about selling, it’s about earning the right to move to the next step of the process, until you run out of steps. Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These...
by Cian McLoughlin | Mar 13, 2017 | Psychology of Buying, Sales Tips and Tricks, Training, Win Loss Insights
‘Fake it til you make it’… …Is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome...
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 | 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...
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