Category Archives: Education in Sales

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

change

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?

rant-feature-image

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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Work your sales activity year to achieve your financial year target

Search Results Images for a year from now you may haveReport images More images for a year from now you may have A year from now you may wish you had started today

Everyone has a sales cycle – this is defined as the average time it takes you to identify and ignite a viable sales opportunity through to closing the sale. Taking immediate transactional sales out of the equation –like buying something on the spot– a sales cycle can vary from industry to industry and can be […]

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Sales Trend 5 – The move to Micro Sales Segmentation

micro sales segmentation

Since 2009 we have been publishing our Annual 12 Sales Trends reports. It has been very interesting to see the speed at which these trends are taking hold and becoming the new normal in business. Here is the fifth Sales Trend for 2014 – The Move to Micro Sales Segmentation. In 2014 sales teams are […]

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Sales Trend 4 – Sales Training Methodologies are changing

sales-training-is-going-to-change

The fourth Sales Trend for 2014 is Sales Training Methodologies are going to change. Sales training as we know it is not going to disappear. As the market becomes more complex and competition more virulent salespeople will need more, not less training. But they will also have less time to be trained. These two forces […]

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How to keep your sales wheels turning

keep-sales-wheels-turning

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. However, many sales people unfortunately adopt the approach that it is […]

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Prioritising Your Prospective Buyers

prioritising-your-prospective-buyers

Every salesperson has a territory.  Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be able to prioritise their prospects and their prospecting activities and efforts. We only have a finite time everyday to find and make sales.  If we […]

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