Navigating the B2B Sales Cycle
Having delved into what makes a successful B2B Salesperson in my last post, we can now move onto crucial importance of fully...
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John Cunningham
Nov 94 min read
Transforming Your B2B Sales Role From a Job to a Long-Term Successful Career: The Importance of Choosing the Right Organisation to Work For.
In my last post I wrote about what it takes to be successful in B2B Sales, my overall message encapsulated in a single sentence; “be...
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John Cunningham
Oct 55 min read
What does it take to be successful in B2B Sales
Be someone people want to buy from and sell something people want to buy; there you go, the perfect formulae for a successful career in...
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John Cunningham
Sep 205 min read
Is a career in B2B Sales right for you?
Choosing a career as a B2B salesperson isn't just a job choice; it's a commitment to a dynamic, multifaceted, and potentially rewarding...
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John Cunningham
Jul 33 min read
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 184 min read
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 43 min read
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 233 min read
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 62 min read
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 151 min read
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, 20231 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20232 min read
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, 20233 min read
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, 20233 min read
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, 20232 min read
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, 20232 min read
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, 20234 min read
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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