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HOPE is not a Sales Strategy

By / / Blog, Sales leadership, Sales Strategy / 2 minutes of reading

Hope isn’t a sales strategy and without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines: The golden rule that underpins any sales strategy is knowledge. By learning as much as one can about […]

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Stop Throwing Sales People and Sales Managers into the Deep End

By / / Blog, Sales leadership, Sales tips, Sales Training / 4 minutes of reading

Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles really entail and make sure our recruits really do have the skills, mindset and knowledge

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Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

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

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling. Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”. In this hyper connected world it’s easy to gain access to information and make simple online purchases that are transactional in nature; items that we know

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Cringeworthy: how arrogance and ‘seniority’ destroy sales

By / / Blog, Sales leadership, Sales Prospecting, Sales tips / 4 minutes of reading

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the client and the company: “One of the graduates from our team went out with a

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Sales Trend 2 – The case for long-term focus

By / / Blog, Sales leadership, Sales Planning, Sales Strategy, Sales Trends / 5 minutes of reading

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform better, most of the arguments against it (pro short-term) focus only on profits. However, this

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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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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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I’m really frustrated because we could all achieve magnificent sales results if only…

By / / Blog, Sales leadership, Sales Strategy, Sales tips, Sales Training / 6 minutes of reading

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

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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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