Category Archives: Sales Research

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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Rethinking Sales Incentives – The Science of Motivation

Australian Perks

‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50 years. However throwing more money at sales teams to perform better, especially in these more complex and creative times may be a thing of the […]

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Should ‘Selling’ be studied at University?

Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your views. With the profession of Selling becoming increasingly more complex involving many more variables and the shift from product being at the heart of selling […]

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