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 | Jul 4, 2018 | Sales Tips and Tricks
At some stage of our career, all of us will work with someone who seems to have the Midas touch when it comes to making sales. They smash their target every year, customers love them, team members want to work with them … it’s infuriating! How are they so... 
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 | 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 | 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...
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