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
- 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
- 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,...
45 views0 comments
John Cunningham
- Jun 12
- 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
- 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...
91 views0 comments
John Cunningham
- Apr 26
- 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
- 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
- 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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John Cunningham
- Aug 9, 2022
- 2 min
Why Should I Connect With You
In the last month I've recieved 20 connection requests on LinkedIn. The breakdown of the people wanting to connect has been, 9 from...
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John Cunningham
- Jul 26, 2022
- 3 min
Organisation Transformation Plans
When organisational transformation plans are announced, the first thing that happens is an emotional reaction in the people impacted by...
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John Cunningham
- Jul 23, 2022
- 1 min
Personal Development Plans
If you want to create or update your personal development plan and you would like a PDP template to support your efforts, I have one...
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John Cunningham
- May 26, 2022
- 1 min
You Are Who You Are, You're Not What You Do
Here’s a tip on keeping yourself centred for those times when your job/career isn’t delivering everything you hoped for; we all have...
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John Cunningham
- May 18, 2022
- 2 min
What a Stupid Question
Here’s a tip about questioning a prospect during the opportunity qualification segment of your sales campaign. Rather than focus on...
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John Cunningham
- May 12, 2022
- 1 min
Do You Want Your Customers to Love You
Here’s a tip about the power of listening to your customers Write down the names of 3 people in your life who you think are the best...
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John Cunningham
- May 4, 2022
- 2 min
Write What You Say
Here's a few tips for when you’re writing to customers, prospects, suppliers or colleagues. To start, ask yourself is what you’re writing...
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John Cunningham
- Feb 4, 2022
- 1 min
Know Your Numbers, For They Shall Set You Free
Here’s a very simple tip to keep a laser like focus on your B2B sales target numbers. As of February 1st 2022, you’ve got 231 selling...
67 views0 comments
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