by Cian McLoughlin | Jul 19, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
You don’t win or lose in sales because you’re 50% better or 50% worse than your competition. You win or lose by tiny increments that add up throughout the entire sales cycle. You were the most responsive vendor – Plus 1% Your tender document was...
by Cian McLoughlin | Jul 16, 2021 | Latest Blog Post, Psychology of Buying, Sales Tips and Tricks
“I really struggle to keep the desperation out of my voice”. A salesperson confessed this to me recently, about prospecting and making cold calls. Like so many other salespeople at the moment, he’s under intense pressure to perform and has struggled...
by Cian McLoughlin | Jul 7, 2021 | Latest Blog Post, Sales Tips and Tricks
I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram, coming in at number 86 this time. In case it helps with your LinkedIn strategy, I thought I’d unpack a few of the LinkedIn tips I’ve adopted to...
by Cian McLoughlin | Jun 16, 2021 | Latest Blog Post, Lucky Dip, Sales Tips and Tricks
How do you run a great meeting? It feels like a blindingly obvious question, but it’s actually not. When you start to analyse all the different factors that influence a great meeting, it can make your head spin. I know … I did it not so long ago and...
by Cian McLoughlin | May 23, 2021 | Psychology of Buying, Sales Tips and Tricks
Sticker shock is a funny thing, isn’t it? There you are, engaged with your prospect. Some great meetings. Discovery calls. Deep dives. You get shortlisted. They ask for a proposal. You send it over and then … something changes? Suddenly they go cold or go quiet....
by Cian McLoughlin | May 15, 2021 | Sales Tips and Tricks
Here’s what I find puzzling! We all know great content when we see it. Scrolling through LinkedIn, it jumps out at you through the bland posts and sea of sameness. You read, watch or listen and think …”Yup, this person clearly knows what...
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