Latest / The Influence Gap with Bernadette McClelland
12: Cian McLoughlin: Unlocking Buyer Decisions
Buyers don’t just choose based on product and price—they decide based on trust, risk, and the quality of human interactions. Ever wondered what truly sways your buyer’s final decision?
In this episode, Bernadette McClelland sits down with win-loss analysis expert Cian McLoughlin to pull back the curtain on what buyers really think, the risks they weigh, and the subtle dynamics that separate the winners from the rest. You’ll learn why small differences add up, how leaders and salespeople overestimate their impact, and why sales success today means going beyond the spreadsheet to win both heart…
The skinny
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