Category Archives: Sales Research

‘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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Lessons for Sales from ‘Good to Great’


Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes good salespeople great?” At Barrett we work with sales managers and salespeople every day, and recently asked that question of a number of people in […]

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Buyer-Supplier Relationships: Finding Value beyond Price


A call to action – be a part of a ground breaking research project and tell us what you think about the current state of Buyer / Seller Relationships. (See our survey link below) We have previously written about the importance of healthy buyer-supplier relationships and how we are approaching a rather worrying state where […]

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How to avoid the ‘Race to the Bottom’ & mutual destruction


The recent news about Coles and Woolworths being taken to task by the ACCC for their questionable dealings with suppliers has highlighted a major problem plaguing customer-supplier relationships. Barrett’s first Sales Trend for 2015 is ‘Race to the Bottom’ because of the drastic impact this unsustainable pricing strategy is having on sales and buyer relationships. […]

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12 Sales Trends Reports for 2015 – Transparency and The Middle Path – The Summary


The theme for Barrett’s Sales Trends for 2015 is ‘Transparency and the Middle Path’. This theme stems from the idea of everything in moderation and a new openness whether by choice or not. Over the years, salespeople and organisations have often focused solely on a single idea, shifting from one to the other as strategies […]

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What we cannot control in sales


Last week we talked about what we can control and influence in sales, especially in uncertain times.  This week is looking at what we cannot control in sales and how to learn to live with it.  What (and who) we cannot control Let’s face it, we operate in a complex world where many things are […]

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How to keep your 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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12 Sales Trends for 2014 – The Thinking Sales Organisation


As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get a sneak peek of our Annual 12 Sales Trends Report for 2014. With the unprecedented changes we are experiencing as a result of the digital […]

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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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Sales on the University agenda? – The final results


Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should selling be studied at degree level at University? Why? Based on Barrett’s long standing involvement in sales and the development of sales professionalism, we wanted to fully understand how people think and feel […]

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