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 »
Sales trend 12 from the Barrett 12 Sales Trends report 2019 looks at the key things that marketing teams in B2B environments need to do to help their businesses win back the trust of their customers. The endeavour of building and maintaining a trusted B2B brand is far more complex than it used to be since the advent of omni-channel marketing both locally and around the world. While some CMOs
The role of marketing in developing trust 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 »
There are a myriad of ways you can assess someone – some are legitimate and purpose built for sales recruitment while other methods wouldn’t stand up in a court of law even if they work for you. The starting point should be to know what qualities and capabilities you are recruiting for as per our previous article: ‘What should we be looking for in a good sales recruit?’ This will
How should I assess a sales recruit? Read More »
What should I be looking for in a good sales recruit? This is a vexing question for many sales and business leaders. And some of the answers we still hear aren’t very helpful either. ‘They must be hunters.’ ‘They need to be hungry.’ ‘They’ve got to be able to close deals.’ ‘They must have a mortgage and family so they are ‘motivated’ to sell more.’
What should I be looking for in a good sales recruit? 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 »
Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. Enlightened, highly effective salespeople recognise that they need to invest in themselves, invest in their own learning and continuous development, make the most of what they
How to keep your sales wheels turning Read More »
There’s so much to read to keep up with what is current and what is emerging in business and in the world in general. There are lots of things that we would like to integrate into our business, but it can take a lot of time. So from time to time, it’s a good idea to go back to basics. Getting back to basics in the B2B sales space means:
Back to sales basics Read More »
Anyone can have an idea. Ideas are cheap and they are plenty. The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity. Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market their idea to customers using marketing strategies and tactics. They are looking from the inside
One main reason most start-ups fail Read More »