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Salespeople beware tire kickers, IP thieves & time wasters

By / / Blog, Ethics and Values, Sales Strategy, Sales tips / 5 minutes of reading

Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses. So it only makes sense that we want to be sure as salespeople that a real deal is in the offering, that it is properly budgeted for, and we are in good position […]

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Sales Trend 1 – The Selling Better Manifesto

By / / Blog, Ethics and Values, Sales leadership, Sales Prospecting, Sales Strategy, Sales tips, Sales Trends / 6 minutes of reading

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

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Why you shouldn’t respond to every RFP and tender

By / / Blog, Ethics and Values, Sales Prospecting, Sales tips / 4 minutes of reading

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

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12 Sales Trends for 2018 – Welcome to the State of Flux

By / / Blog, Ethics and Values, Sales leadership, Sales Prospecting, Sales Strategy, Sales tips, Sales Trends, Selling Skills / 8 minutes of reading

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

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Is an Organic Growth Strategy a better way to go?

By / / Blog, Ethics and Values, Sales leadership / 4 minutes of reading

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

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Professional Jealousy?

By / / Blog, Ethics and Values, Sales leadership, Sales tips / 3 minutes of reading

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

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The Flight to Ethical Selling – how the banks can avoid a royal commission

By / / Blog, Ethics and Values, Sales leadership / 5 minutes of reading

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

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‘How to manage and help salesmen’ – lessons from ’60

By / / Blog, Ethics and Values, Sales leadership / 2 minutes of reading

You might be taken aback by the sexist nature of the title of this article ’How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. Much of what is written in this book is about honourable business practices, fair and decisive leadership, care for customers, effective coaching

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The Silent Majority

By / / Blog, Ethics and Values, Sales Trends, Selling Skills / 4 minutes of reading

Sales and salespeople The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite. There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands

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Selling is everybody’s business – How to get started

By / / Blog, Ethics and Values, Online Courses, Selling Skills / 3 minutes of reading

Everybody lives by selling something After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.  A competent selling capability isn’t a nice-to-have skill, it is an essential business and life one. The topic of selling and growing a business doesn’t

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