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 23, 2018 | Sales Tips and Tricks, Truth, Win Loss Insights
I’m either exactly the right person, or completely the wrong person, to write an article about how to overcome stress in sales, given my experiences over the past 20 years in the B2B sales industry … I’ll let you be the judge. What I can say without fear of...
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 | 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 | 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 | 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...
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