By guest writer Jens Hartmann, Head of L&D, Barrett Driving away customers Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience?…
Life is all about opportunity. It’s about the choices we make on a daily basis. We are all presented with opportunities every day whether we see them or not. Some…
Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda…
Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories…
I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you…
I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout…
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…
*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room…
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–…
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…
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