by Cian McLoughlin | Oct 4, 2016 | Sales Tips and Tricks, Training, Win Loss Insights
The typical response to a slump in sales is to hire an external training company, in the hopes they can somehow arrest the slide. I should know, on more than one occasion over the past 5 years, my company Trinity Perspectives has been brought in and asked to work our...
by Cian McLoughlin | Oct 28, 2015 | Win Loss Insights
In my day-to-day activities, I spend an inordinate amount of time talking to customers and C-suite decision makers on behalf of technology vendors. I’m usually there after the dust has settled on the deal and the scars have begun to heal. My role as an...
by Cian McLoughlin | Mar 18, 2015 | Win Loss Insights
Losing is only temporary and not all encompassing. You must simply study it, learn from it, and try hard not to lose the same way again. Then you must have the self-control to forget about it. – John Wooden – Basketball coach and player Many of the best...
by Cian McLoughlin | Mar 11, 2015 | Psychology of Buying, Sales Tips and Tricks, Win Loss Insights
“Ahhh s***…that’s just not right!“ Add in a couple more choice expletives and this was my reaction this morning on checking my credit card statement and seeing a reasonably hefty charge from a company who’s services I hadn’t used...
by Cian McLoughlin | Mar 6, 2015 | Sales Tips and Tricks, Training, Win Loss Insights
I’m sure you’ve all met at least one ‘gun’ salesperson at some point in your working life? They seem to have the Midas touch when it comes to finding and closing big deals. They rarely seem flustered, attract the best and the brightest resources in the...
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