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 | 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...
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...
by Cian McLoughlin | Aug 28, 2015 | Lucky Dip
Mrs Doyle has few pleasures in life … living as she does, on a small island off the wild Atlantic coast of Ireland. She spends her days tending to the needs of Father’s Ted, Jack and Dougal, keeping them well-fed and supplied with a steady stream of strong Irish tea....
by Cian McLoughlin | Jul 30, 2015 | Sales Tips and Tricks
I get asked this question all the time, by customers, business acquaintances, even friends and family. There’s an underlying assumption in the question that certain people are simply born salesmen and women; arriving into this world with an impeccable set of...
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