Category Archives: Sales Skills

Survival of the Adaptive P2: Develop a well-informed sales force


This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place. Part 2 is all about developing a well-informed sales force A decade ago, when traditional product-pushing sales were all […]

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Making Persuasive Sales Presentations


How persuasive are you? Persuasiveness is the power to induce the taking of a course of action or the embracing of a point of view by means of argument or entreaty. One of the mistakes salespeople make when doing sales presentations is their tendency to be more informative than persuasive. That difference is costing companies millions of dollars a […]

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Sales Reporting – Why Bother?


Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting of sales data. Nothing too complicated. He was conscious of focussing on the key measures and not overloading his sales team with too much reporting […]

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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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Getting your sales perspective in 2015

taking perspective

Perspective Taking is a critical life skill that can serve us well no matter what role we are in. Perspective Taking is also a vital sales skill if we want to develop viable relationships with clients, influence people to consider and buy our offerings, grow sales and lead successful sales careers. What is Perspective Taking?Perspective […]

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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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Don’t be fooled! Why telephone prospecting is still critical to sales success

telephone prospecting

In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst enemy and rely on the marketing efforts of your company or emails or falling into the trap of believing the hype about Social Selling saving […]

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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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Sales People In The Deep End (Again)

Cartoon Crowd, End of the Road

Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell.  Tracy had been in her role for 5 months and all that time had not received any guidance, advice, coaching or support from her managers on how to sell […]

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