by Cian McLoughlin | Jan 16, 2017 | Sales Tips and Tricks, Transformation
“Wise men speak because they have something to say; fools because they have to say something.” – Plato I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they asked me to talk about was...
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 | 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...
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