”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and…
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…
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…
Sales Trend 2 of the Barrett 12 Sales Trends Report for 2019 touches on a very timely topic in Australia – trust and the financial sector. By guest author David…
In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder…
In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst…
My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations…
The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction…
I find it somewhat frustrating when people make simplistic claims and statements about salespeople like: ‘super sales performers are all risk takers and oblivious to rejection and failure’. Statements like…
What if we aimed to sell better by rethinking our growth strategies and how to create value instead of focusing on the prevailing paradigm of extracting value and selling more,…
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