Category Archives: Complex Selling & Transactional Selling

Why engineers, technicians & scientists might make the best salespeople in the 21st Century


It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the complexity of our world and the ever increasing need to make well informed decisions and manage risk before we […]

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Sales Trend 6 – The Sales Curator™


Sales Trend 6 from the Barrett 12 Sales Trends for 2016 Report is ‘The Sales Curator™’. A new sales capability is required in this information overloaded world. No longer are salespeople seen as the purveyors of information they once were in the 20th century, 21st century salespeople now need to be experts at sifting and […]

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How buying patterns have changed


Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they […]

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20 years of improving sales teams & operations. What’s changed?


The 9th January 2015 marks 20 years in business for Barrett Consulting Group. Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales capabilities. Twenty years of helping salespeople and buyers have better, more mutually rewarding experiences, setting a fairer exchange of value. As I moved toward this […]

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The History of Sales Methodologies


Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more […]

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Customers are in control of the buying process


In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”. It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way […]

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Are you paying salespeople enough to sell well?

close-up image of a ballpoint pen and a cheque.
** Note: Visible grain at 100%, best at smaller sizes

Are you paying your salespeople enough to enable them to focus on selling and not worry about where their next paycheck is coming from?  Because if salespeople are constantly worrying about when they are going to get paid, how can they sell well? For many years, unlike most other salaried employees who can rely on […]

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Ego is a dirty word in sales & sales management


Having a big ego is often associated with the sales profession.   For many years the supercharged Alpha male, 600 lb sales gorilla has been the poster person for successful salespeople.   And then there is the larger than life sales manager who charges in to save the day by taking over the sales call, making the […]

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First, people buy the salesperson

Business Deal

Here’s a simple reality… Prospects and customers buy the salesperson first during every sales call – or they don’t buy at all. In any major sale, especially Business-to-Business (B2B) or complex Business-to-Consumer sales, the prospect or customer makes a predictable series of buying decisions that lead to a final purchasing decision. The first and perhaps […]

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