From Sue Barrett

What a month it's been here at Barrett! Coming to the end of the financial year with a wet sail and many great client projects to work on and great results emerging from them too. We will be rolling out a number of exciting initiatives in the new FY and will keep you posted.

In the meantime I urge you not to miss the CSE11 Sales Leadership Conference - join us on one of our Barrett hosted tables and we will ensure you get introduced and connected to key stakeholders and international speakers and sales leaders.

Happy new financial year to you all.
Cheers
Sue

Latest news:

Target 1000: Barrett's 4 step prospecting process and prospecting fitness training

A semi-government organisation, new to adopting a proactive sales culture, developed a target for their field team: to make 1,000 quality prospecting calls to new and existing clients before June 30 2011.

Target 1000 started in March 2011 and struggled to get momentum with the team of 30 only reaching 200+ calls by end of April.

Barrett was brought in to implement its 4 Step Prospecting Process and Prospecting Fitness Training, plus coach support for the team managers and the target was surpassed. The client's team quickly met its 1,000 by 20 June and are now likely to get over 1,100 by the end of June, and is looking to build on the momentum with more new business coming in the new FY.

Testimonial of the semi-government organisation:

Prior to our work with Barrett, the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period. This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett for your support ...

Read the full testimonial transcript on our website's Testimonial section

Barrett Sales Blog ranked on page 1 for search item 'Sales Articles' on Google!

After 4.5 years of solid writing, the Barrett Sales Blog is now ranked on page 1 for search term 'Sales Articles' on Google.

We are also featured monthly in Anthill, Marketing Magazine, Business Deals and Nett Online (see below).

This goes to show the benefits of building a reputation for yourself and your business via online media. It provides a platform for the promotion of your business and the ability to be recognised for what you do well.

Thank you to our loyal readers for supporting the Barrett Sales Blog.

The Annual CSE Sales Leaders Conference 2011 -
Asia Pacific's Premier Sales Leadership Conference

CSE2011 is all about The New Era of Professional Selling: The Pathway from Supplier to Partner.

CSE2011 presents the opportunity to work with national and international keynote speakers and conference delegates and will focus on uncovering the enablers and blockers that will either derail or enable the acceleration of sales performance in today's market via a far deeper value based relationship with Customers. This year's conference will bring you global and local industry case studies of organisations getting this right, and as you would expect from the CSE, the best of the best keynote speakers from around the globe.

Barrett is a key Sponsorship Partner of CSE11 and has been supporting CSE from its inception. We know the value of getting great sales leadership minds in the same room. We are proud to offer this opportunity to our clients and key contacts and strongly recommend Senior Sales Leaders, Key Decision Makers, Sales Managers and those focused on maximising sales to attend.

Imagine the insight that comes from 200+ industry sales leaders, supported by the keynotes, in rebuilding such a sales team into a higher performing world class sales operation.

Sue Barrett will also be bringing Procurement Leaders to the table for the first time presenting important findings from the buyers perspective. Barrett will also be hosting tables for our clients and contacts to ensure you get introduced and connected to key stakeholders and international speakers. If you would like to attend please register your interest and we will get an information pack sent to you ASAP.

What an incredible learning experience with no doubt a few gold nuggets to walk away with! The structure will include plenary sessions and multiple track sessions, so more choice and relevance for delegates, and of course our Solution Expo will be on display.

Read more about the conference at our website.

Latest Media

Barrett has published the following articles this month for a range of publications, but you can always check our Media Pages

• Do I need to be able to sell to win business deals?  - bestbusinessdeals.com.au
• Business savvy sales force: how well do you know your business? - Niche Marketing Magazine
• The new competition; collaboration - bestbusinessdeals.com.au
• Trustworthy salespeople - Nett Online
• The ABC of effective selling (going back to the often forgotten basics) - Anthill

Upcoming conferences

• The Annual CSE Sales Leaders Conference 2011 Asia Pacific's Premier Sales Leadership Conference
  When: The Annual CSE Sales Leaders Conference is scheduled for 10-12 October 2011
  Where: Crown Promenade Melbourne.
  Theme: The New Era of Professional Selling: The Pathway from Supplier to Partner Status.
  Information: Above and at our website

Question

Do you have a selling question you would like an answer to? Feel free to contact us on 03 9533 0000 or send us an email with your question and we can respond personally or will post the answer in next month's e-news for all our readers.

Suggestions

We would also love to hear any suggestions you have for our e-news. Feel free to contact us on 03 9533 0000 or send us an email and we will endeavour to include your ideas in our next email.