by Cian McLoughlin | Feb 5, 2019 | Psychology of Buying, Sales Tips and Tricks
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent... 
by Cian McLoughlin | Nov 28, 2018 | Psychology of Buying
Almost a year ago, I hatched an idea to tap into the sentiment of business decision makers and procurement people around the world, to understand what really makes them tick. I’m delighted to announce the results of the inaugural Mood of the B2B Buyer study for 2018,... 
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...
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