Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in Win Loss Analysis and Sales Transformation. He is also a 20-year veteran of the B2B sales industry, including senior roles in some of the world's largest software companies. Additionally, Cian is the author of the Amazon best-selling book, “Rebirth of the Salesman.”
In this episode, Cian shares why it’s essential to ask for feedback from prospects instead of making assumptions when you lose or win a deal to better understand your win-loss rate.
Here are some of the topics covered in this episode:
Understanding where the gaps are in your pitch
How to understand and mitigate your prospect’s risk and uncertainty
Adapting as a salesperson as times change
Essential characteristics to be successful as a salesperson