Protected: Forget NPS, it’s about NES (net easy score)
There is no excerpt because this is a protected post.
Protected: Forget NPS, it’s about NES (net easy score) Read More »
Sales Trend 1 – The Selling Better Manifesto
Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it. We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business. A way in which we can all be prosperous. The Selling Better Movement is an
Sales Trend 1 – The Selling Better Manifesto Read More »
Why you shouldn’t respond to every RFP and tender
Do you have clear criteria to assess the relevance and risk of every tender or RFP (request for proposal) that comes into your business? Do you know how much it will cost you in terms of your time, effort, people resources and money to respond to a tender or RFP? Do you know what the probability of you winning a tender or RFP is? If you cannot answer these questions
Why you shouldn’t respond to every RFP and tender Read More »
12 Sales Trends for 2018 – Welcome to the State of Flux
The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the simplistic to just cope with the day to day. Simple solutions, easy fixes are called
12 Sales Trends for 2018 – Welcome to the State of Flux Read More »
Is an Organic Growth Strategy a better way to go?
How do I grow my business? How do I get a better ROI? How do I get more profitable sales? How do I attract and convert more customer? These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and how we run our businesses so as to be appraised of the better ideas that
Is an Organic Growth Strategy a better way to go? Read More »
I’m really frustrated because we could all achieve magnificent sales results if only…
I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, human-centred, strategy and process driven transformation frameworks and journeys that deliver magnificent results and highly
I’m really frustrated because we could all achieve magnificent sales results if only… Read More »
Professional Jealousy?
How those who shame others for selling themselves are the biggest losers Let’s begin with a story about an excellent scientist. Someone so passionate and competent about his subject area that he happily and productively spent years studying the topic, getting to know it deeply and how it affects the world; how it is part of a broader system. Then, with this great body of work and innovative ideas to
Professional Jealousy? Read More »
Back to sales basics
I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so much to get my head around, and so much to integrate into my business that
Back to sales basics Read More »
The Flight to Ethical Selling – how the banks can avoid a royal commission
Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough of the big ones to erode trust so badly that people are baying for a
The Flight to Ethical Selling – how the banks can avoid a royal commission Read More »
Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process
Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights. It was 1999 when De Vincentis and Rackham (of SPIN Selling fame) wrote ‘Rethinking the Sales Force’, a book describing how the rise and rise of procurement challenged sales professionals about how best to organise business-to-business sales teams. Fast forward to 2016 and there are 15,000
Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process Read More »