TOPIC
"How to build a culture of continuous sales improvement, with help from your customers"
Held in SYDNEY &MELBOURNE February 2020
Synopsis
SALES LEADER FORUMS was delighted to bring you one of the most influential thought leaders in the B2B sales leadership world?
Sales leaders learnt how to source and leverage insight from sales successes and failures to build a culture of continuous improvement that helps drive sustainable revenue growth
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“If you’ve conducted a professional sales pursuit, you have earned the right to some customer feedback. So why do so many of us leave this valuable intel sitting on the table at the end of the sales cycle?”
– Cian McLoughlin, Win/Loss Review Expert & CEO Trinity perspectives
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In this 90 minute interactive workshop, Cian explored some of the key sales trends influencing customers buying decisions, plus many of the factors causing them to qualify suppliers out. Cian took a deep dive into a decade of Win/Loss data from the Trinity Perspectives archives and provided a framework that any sales business could apply to extract meaningful Win/Loss data from their own customers and prospects.
In the second half of the workshop, Cian demonstrated a 5 Step Methodology to create a culture of continuous improvement for sales and pre-sales teams, leading to improved sales performance, quicker sales cycles and clearer bid/no-bid processes.
Cian McLoughlin Bio:
With a business career spanning 20 years, including senior management roles in some of the world’s largest software companies, Cian is founder and CEO of Trinity Perspectives, a sales consulting company.
Cian has worked with and advised sales professionals from Brisbane to Bangkok, Christchurch to Cape Town and everywhere in between. Author of Amazon #1 bestseller 'Rebirth of the Salesman', Cian is a regular sales and marketing commentator in the mainstream media. His blog was voted one of the Top 50 Global Sales Blogs for the fourth year running, and his book was voted one of the Top 50 Sales Books worldwide for the third year running by Top Sales World.
Cian can be found at linkedin.com/in/cianmcloughlin and www.trinityperspectives.com.au