Many SMEs have at the moment a sales revenue problem mostly due to the challenges that have been brought about by the pandemic. The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find […]
Rapid Sales Recovery Read More »
2020 marks 25 years in business for Barrett, our parent company, and over this period of time we have seen many things – good, bad and indifferent – when it comes to managing businesses and sales teams, successfully or otherwise. Fads, trends, myths, hype, well-worn facts, new innovations and home-truths have all been a part of this 25 year journey. We’ve talked with over 10,000 business leaders from the C-suite
12 Sales Trends for 2020 – The Time is Now Read More »
A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.
The key differences between B2C & B2B Sales Market Segmentation Read More »
This post has been inspired by Ben Shute, who wrote about the Holy Trinity of Procurement Skills. The profession of selling requires a whole range of capabilities. It’s hard to know where to begin to define the 3 core elements for sales – the Holy Trinity of Selling. Let’s start with the master categories of Knowledge, Skills and Mindset from Barrett’s Sales Competency Dictionary. Knowledge What do a salesperson and
The Holy Trinity of Selling Read More »
What type of board member, CEO or sales leader are you? Are you stuck in the day-to-day looking to meet your monthly and quarterly targets, looking to maximise profit, shareholder return and your bonuses? OR Are you looking into the future to see what lies ahead ensuring there is a viable sustainable path for all to follow and participate in? In today’s world everything is up for grabs. Old institutions
Want a viable future? Opportunities abound in the Common Good Read More »
The future of the individual ‘solo’ salesperson is coming to an end for most businesses. What is taking their place is an integrated team of people working on sales together. Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities. Teams who can cover areas such as sales and
Sales – the new team sport Read More »
The overall current economic and market conditions are soft at best according to the latest reports. And even though the Federal Government is putting a positive spin on the latest quarterly figures by comparing us to other countries who are worse off than us, it doesn’t help those of us who are finding the current conditions challenging. Just ask any retailer at the moment and they will tell you just
7 things you can do immediately to improve your sales results in challenging markets Read More »
Sales is integral to business. Without sales we don’t have a business. But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high. Sales operations and teams are also fragile ecosystems. Set up well to perform to
The Sales Juggling Act Read More »
In order to achieve peak sales fitness, business and sales leaders and their sales teams need to adopt a Systems approach to sales operational excellence. Sales operations are complex variable systems with many moving parts—they do not follow a straight line; smart companies get this. They recognise that oversimplification is their enemy when it comes to developing and deploying effective sales strategies and functioning sales operations and teams. However, in
Check the ‘Sales Fitness’ of your Sales Operation Read More »
The History of Sales Methodologies Whitepaper, revised & updated Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. This got us revisiting our whitepaper, The History of Sales Methodologies – why some work and others don’t which we published in 2013. We wondered if there were enough significant changes in the last 6 years to warrant an update and revision.
The rise of Ethical Selling Read More »