Channelling Your Inner Socrates
Picture this: you’re in a bustling marketplace in ancient Athens; market stall holders are shouting, customers are haggling, and...
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John Cunningham
- Jun 18
- 4 min
The Problem of Induction, White Swans, Tiger's Stripes and Salespeople’s Reluctance to Adopt New Techniques
Sales, like many professions, thrives on proven methods and techniques. Salespeople often rely on strategies that have worked well in the...
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John Cunningham
- Jun 4
- 3 min
The Lost Art of Negotiation in B2B Sales: Rediscovering the Magic of Constants and Variables
Once upon a time, in a bustling B2B market filled with savvy salespeople and skilled buyers, the art of negotiation was a key component...
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John Cunningham
- May 23
- 3 min
The Hidden Risks of Upward-Focused Leadership and the Pitfalls of a Lack of Operational Experience and Grip: Thoughts on Paula Vennells and the Post Office Horizon Scandal
Like many people, I have been watching the Post Office Horizon inquiry; but yesterday and todays performance by Paula Vennells was...
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John Cunningham
- Mar 6
- 2 min
Value Propositions and Great Granddads
I was recently involved in a bid to provide a programme of sales skills training workshops for a large corporate organisation in London....
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John Cunningham
- Feb 15
- 1 min
Pitching Your Price With Confidence
Here’s a few tips on Pitching your Price When pitching your price never use phrases such as, “We usually charge” “The recommended price...
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John Cunningham
- Dec 20, 2023
- 1 min
johnpc ltd Services Catalogue 2024
Welcome to the johnpc ltd 2024 Services Catalogue. The objective of each of our services is to help sales and business development teams...
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John Cunningham
- Dec 13, 2023
- 3 min
Improving Capability: The Top 5 Benefits of Face-to-Face Sales Training
In a world where digital communication dominates, face-to-face interactions may seem like a relic of the past. However, when it comes to...
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John Cunningham
- Dec 11, 2023
- 3 min
Constructing and Asking Great Sales Questions
Being able to construct and ask great sales questions is an essential sales skill, in this blog I'll share some tips on what to do to...
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John Cunningham
- Sep 27, 2023
- 3 min
Understanding the Reasons Behind Lost B2B Sales Deals
In the complex world of business-to-business (B2B) sales, securing deals is often a challenging endeavour. While successes are...
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John Cunningham
- Jul 9, 2023
- 2 min
Selling Value in B2B: Building Strong Relationships and Sustaining Long Term Success
In the world of business-to-business (B2B) sales, the ability to sell value is a crucial skill that can lead to stronger relationships,...
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John Cunningham
- Jun 12, 2023
- 3 min
Unleashing the Power of Qualification: Key to Successful B2B Enterprise Sales Opportunities
In the complex world of B2B enterprise sales, opportunity qualification is the secret ingredient that separates success from wasted...
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John Cunningham
- Jun 5, 2023
- 3 min
Leveraging Your Network: A Powerful Approach to Prospecting for New B2B Enterprise-Level Business
In the realm of B2B enterprise-level business, building a strong network can be a game-changer when it comes to prospecting and...
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John Cunningham
- Apr 26, 2023
- 2 min
Who's the Ideal Customer for my Value Proposition?
This blog was prompted by a recent conversation with a customer who felt they were struggling to land their value proposition message...
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John Cunningham
- Jan 25, 2023
- 2 min
Objection Handling vs. Objection Anticipation: (prevention is better than cure)
Objection handling and objection anticipation are two different techniques, both of which can be used to manage objections encountered...
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John Cunningham
- Jan 17, 2023
- 4 min
Why Big Organisations Pay Small Businesses Late and What Small Businesses Can Do About It
In the 13 years since I set up johnpc ltd, I’ve provided services to a wide range of organisations, large and small across a broad range...
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John Cunningham
- Dec 27, 2022
- 3 min
The Basis of Decision in B2B Sales; What it is and some tips on qualifying it
The basis of decision in B2B sales refers to the customer’s process of evaluating and selecting suppliers for goods and services they...
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John Cunningham
- Dec 24, 2022
- 3 min
Artificial Intelligence in B2B Sales in 2023 (Are we being replaced)?
As we approach 2023 my mind has drifted into thinking about the growing presence of Artificial Intelligence (AI) in the world of B2B...
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John Cunningham
- Sep 1, 2022
- 3 min
Love Me Tender
There are quite a few things to consider when responding to a tender (RFI, RFP, feel free to insert your own initialisation). One thing...
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John Cunningham
- Aug 17, 2022
- 6 min
Upselling and Cross-Selling: maximising your business’s revenue and profits
One of the most effective ways to increase your business’s revenue and profits is to upsell and cross-sell to your customers. Whilst lots...
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