Category Archives: Education in Sales

How to find your competitive edge and compete successfully


Product differentiation is getting harder, Me2 products are flooding the markets, quality is being commoditised, and as a result margins are being squeezed and value is at risk of being shed if we don’t know how to articulate the real value we deliver beyond product and price and demonstrate our competitive edge. With so much […]

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‘How we sell around here’ equals sales success


Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople regardless of their experience would be introduced to the business’ sales plan, target markets and customer segments, the product range, the current sales processes, tools […]

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Sales Trend 10 – Oops! I’m in sales


Barrett’s Sales Trend 10 for 2015 is ‘Oops! I’m in sales’. The general stereotypical view of selling and salespeople has remained relatively stable over the past 50 or so years, with the most commonly associated words and concepts being fairly specific (i.e. ‘used car salesman’) and/or negative (i.e. ‘pushy’, ‘sleazy’, ‘dishonest’)[1]. Even by people working […]

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First Aid Kit for a Sales Recovery

road to recovery after a sales slump

Many of us have been there and some of us are yet to experience the gut wrenching experience when we finally, consciously realise that our sales pipeline and revenue numbers are in drastic decline and we are in deep, deep trouble. We realise all too dramatically that we are having the business and sales equivalent […]

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Sales Trend 5 – The New Accountability in Holistic (sales) Learning


Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has slowly but continuously been changing over the past few years. There are a variety of factors influencing this recent development. The ongoing challenge through these […]

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Top 13 Sales Issues for businesses in 2014

13 common Sales Problems

As we get close to our celebration of 20 years in business we thought we would share with you the most common and critical sales problems that are affecting sales teams large and small, across all sorts of markets and industries in 2014. Here they are: Businesses not making sales quota overall Not enough salespeople […]

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Why the world of Selling is changing forever


Hanging on the old Product Selling paradigm is precisely the way to go out of business in the 21th Century.You can see it happening as organisations everywhere undergo breathtaking changes. Their products are changing. Their markets are changing. Their customers are changing. Their leadership management philosophies are changing. Their values are changing. Their focus is […]

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My one wish for all sales teams is …

Perpetual Learning Environment

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 in their behaviour and skills are a regular, daily way of life. Those businesses create, what we call at Barrett, a Perpetual Learning Environment (PLE) […]

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Are you serious?


Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell, I was a bit upset afterwards. Bear with me though, I’m sure you’ll see the point I’m trying to make. Have you ever considered how […]

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The 7 benefits of Online Sales Training

online sales training

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you […]

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