Category Archives: Sales Driven Organisations

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

engineers-technicians-scientists-might-make-the-best-sales-people

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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How to create a positive buying experience

sale, consumerism, shopping and people concept - happy couple with credit card at jewelry store in mall

To attract new clients we need to create a positive buying experience for them. This usually involves a combination of marketing activities and a salesperson in the first instance. To retain clients we need to create another positive buying experience for them, and another and another, and another. This usually involves more than just the […]

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Sales Trend 3 – Selling is everybody’s business

wikipedia-Grand-Bazaar-Shop-750x280

Sales Trend 3 of Barrett’s 12 Sales Trends for 2016 is Selling is everybody’s business. For a long time businesses have been focusing on how to achieve better sales results. Organisations with varying levels of maturity and insight have embarked on many different journeys to get there. Some have been very savvy and have taken […]

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How to sell better in uncertain times

uncertainty

You could be forgiven for starting off 2016 in a rather pessimistic manner given all the ‘doom and gloom’ being spread about economic growth issues, the decline of share markets across the globe and talk of another GFC. Don’t get me wrong, we need to be vigilant and able to adapt and, even if everything […]

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‘How we sell around here’ equals sales success

Folders with the label Regulations and Guidelines

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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Survival of the Adaptive P1: focus on changing buying habits

most-adaptive-part1

Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how we need to be if we want to survive and thrive in these ever changing markets – adaptive. This series of ‘Survival of the Adaptive’ […]

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Courageous Sales Leadership and a compelling Sales Mission

driving

Are you the type of person who looks back and dreams of the ‘good ‘ol days’ or the sort of person who looks forward to the future searching for what can be? It may or may not surprise you that many more people look back rather than forward to what is possible. Wanting things to […]

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Warren Buffett’s wisdom and effective sales team

Berkshire Hathaway Inc. CEO Warren Buffett Interview

How can we build effective sales teams for the short and long term? This is the perennial question that has been asked by sales managers and business leaders for years. The simple answer is bit by bit, over time by investing wisely in the right things. Warren Buffett knows a thing or two about investing […]

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Trend 2 – Retail: From app to brick-and-mortar

For a long time now we have been hearing how online retailers (or e-tailers) are killing the brick-and- mortar retail industry. Low performing retailers complain that the competition is unfair, since e-tailers have fewer expenses (they don’t need a central location for their store—if any at all, they need barely any staff, etc.). Another focus […]

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

we-are-20-years-old

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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