Sales Strategy

"In a 21st Century world Selling is not merely a channel for marketing to reach its target! It is a primary activity that seeks outs, creates and then harvests business opportunities offering fair value as an exchange! In reality, marketing (if it is to be truly effective) should be supporting the sales effort, rather than the other way around. In strategic selling terms the old supply-driven 4Ps of marketing and has been replaced with a more customer-centric model – SIVA (Solutions, Information, Value and Access).

To be a 21st Century Sales Driven Organisation, Sales Operations need to turn reactive tactical sales planning into proactive strategic sales thinking driving sales strategies create a sustainable competitive advantage and increase opportunities for incremental sales success and enhanced profit improvement."

At Barrett we know that Sales, rather than being driven on a tactical (day-to-day) basis as an element of the marketing mix, should be viewed as an independent Primary Activity in the value chain, with its own, unique support structure and mission.

Access to real world Experience, Expertise, Knowledge, Insight and Wisdom

Barrett has worked with thousands of business around the world helping them develop and implement their sales strategies and achieve business transformation. This has given us firsthand experience of the challenges many industries and markets face, especially now that world of business is changing so dramatically.

Working with executives across the C-Suite through to Sales Managers and their teams in the field Barrett's Sales Strategists bring a fresh perspective to Sales Strategy using customer-driven models and principles combines with many years are real world experience, knowledge and wisdom working with thousands of organisations around the world really harness their sales power.

We work with you to articulate and implement:

• Vision & Message
• Company Story
• Values & Guiding Principles
• Sales Strategy & Tactics
• Value Chain
• Products / Services
• Customers & Competitors
• Value proposition & Competitive edge
• Paths to market
• Business & Sales Goals
• Brand essence
• Go-to-market plans

The S.I.V.A. Sales Strategy Model

Dr. Peter Finkelstein, Barrett's lead sales strategist developed the S.I.V.A. Model (Solutions, Information, Value and Access) which is a functional, customer-driven model that encourages sales to take a strategic view of the segments within the markets it targets. S.I.V.A. recognises that sales has a strategic role to play in sustainable competitive advantage. The S.I.V.A. model provides a demand/customer-centric alternative to the well-known, supply-side model of the 4P's (product, price, place, promotion) of marketing, and clearly defines a more strategic role for sales – something that the 4P's model has failed to do. The S.I.V.A model is based on over 40 years of research in the field and

Results and Outcomes you can achieve by working with Barrett

Change your thinking and you change your world. Ghandi

That is how it is with Sales Strategy. Dr Peter Finkelstein points out that the historically lopsided view of selling, as part of the marketing mix, has in many companies, become "conventional wisdom". This "conventional wisdom" is now a distinct danger to many organisations because it is not, in itself, helping them navigate their way successfully into the 21st Century.

Barrett works with organisations to unshackle their sales operations from the underbelly of marketing and stand next to marketing as peers.
We educate executives from the C-Suite down including Sales Leaders and Sales Managers on how to think, build and execute effective sales strategies that translate into real and measureable actions and results in the field.

We help Sales Operations turn reactive tactical sales planning into proactive strategic sales thinking driving sales strategies. This, in turn, allows organisations and their respective sales teams develop a sustainable competitive advantage and increase opportunities for incremental sales success and enhanced profit improvement.

It's time for Sales Strategy.