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...
by Cian McLoughlin | Mar 1, 2021 | Psychology of Buying, Sales Tips and Tricks
Don’t talk about your customers, talk to your customers. Don’t guess at their preferences, find out what they actually like and dislike. Don’t ponder their decision criteria, get them to explain it to you. There’s a gaping blind-spot in the B2B...
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