From Sue Barrett

Never one to sit still we are pressing forward with new initiatives in this ever evolving world. We are looking to make Selling a mindful way of life across businesses where everybody knows they live by selling something. Kelly Rothwell, our Head of Consulting is spearheading this initiative. We are also launching two new programs: Business Acumen for Sales Professionals and Introduction to your Sales Essentials along with lots of media coverage this month.

Enjoy.

Latest news:

Barrett appoints Kelly Rothwell as Head of Consulting

Barrett is pleased to welcome Kelly Rothwell as Barrett's new Head of Consulting. Kelly is helping Barrett clients make selling a way of life and is further advocating the Barrett philosophy 'everybody lives by selling something.'

Kelly joins Barrett from Australia and USA's tough mining and heavy industries where she had a key role in improving its safety culture and behaviour through the application of mindfulness and neuroscience. Kelly is a registered Psychologist with particular interest in teaching people how to use their brains effectively in leadership, sales, teamwork and individual communication.

She has had extensive knowledge and experience in culture change and transformation, the application of the latest neuroscience research in the business world, general human resources, leadership development, recruitment and consulting within the mining, heavy Industry, banking, and recruitment industries, across numerous countries and cultures.

Barrett is excited to offer our clients access to a team of experienced, qualified business professionals with expertise in change management, sales culture transformation, sales, management, customer service, organisational psychology, learning and development (facilitation, instructional design), HR, sales training, coaching, sales coaching, job design, competency development and assessments.

Barrett launches Public Program called Sales Essentials Overview

After many requests Barrett is pleased to announce its next Public Training Program scheduled for 20 October 2011. The Sales Essentials Overview is designed for those people looking for a sales process and skills refresher or an introduction to the sales essentials necessary to lead a healthy sales career. It is also useful for sales leaders or L&D professionals looking to trial the content of our Sales Essentials Models. For more information or to book your place please go to Sales Essentials Overview Program

Barrett launches Business Acumen for Sales Professionals

Clients want business people who can sell. Our studies reveal there is little if any discussion about the big picture or business strategy. Barrett has developed a two day Introduction to Business Acumen Program for Sales Managers and high level sales people to give businesses an edge and help them meet today's client expectations.

The program is designed to give sales professionals an overview of the key fundamentals of business management, how to plan and manage their client portfolios, as well as enhance and deepen their interactions with clients. This program includes case studies, theory and simulations, including participants developing and running their own 'fictional' business. For more information go to Business Acumen for Sales Professionals program.

Shift into Top Gear with High Impact Selling: Sue presents to the Women's Business Network

The profession of selling has been out of balance for some time and to its detriment.

Selling has been evolving over the last 50 years, however a distinct shift is occurring from the aggressive one-sided approach to a balance between a proactive 'go-out-into-the-world and find opportunity' approach.

This month Sue Barrett presented the latest research at the Women Business Network presentation revealing the specific competencies encompassing the knowledge, skills and mindsets required in the complex world of selling.

Sue received some great feedback including an encouraging response by attendee Sue McDonald in her blog titled "the principle of fair exchange and value".

Sell like a Woman: Sue presents to Glen Eira City Council Women's Business Network Meeting

This month, Sue Barrett presented on the topic Sell like a Woman to the Glen Eira City Council Women's Business Network Meeting on the occasion of their 10th Anniversary. Sue has been researching and interviewing highly successful sales women in Australia about what makes them successful and why they are their businesses' best kept secret until now.

Reporting on her research and international studies, both sexes heard why women are outselling men and took some advice on what skills to employ to sell like a woman. Sue took the best of both genders, pointing out the interesting shift in sales dynamics and what we all need to do to be successful in sales careers.

Sue will be launching her book, Sell like a Woman in 2011.

Survey: Should selling be studied at university?

Barrett is the first consultancy to ask this question!

We believe it's time for 'Selling' to step out under the shadow of Marketing and MBA's to have its own degree status.

We have had 86 respondents so far and we would love to get as much of your feedback on this topic as possible. To participate in the survey, please visit graduate degree for the sales profession survey.

There is also an entry in Barrett's Sales Blog about this topic

Upcoming conferences

The Annual CSE Sales Leaders Conference 2011

The Annual CSE Sales Leaders Conference is scheduled for 10-12 October 2011 at Crown Promenade Melbourne.

This is the third year the Centre for Sales Excellence conference has been running and is going from strength to strength. World Class B2B Sales Strategies built from a Customer Philosophy.  

CSE2011 is now only a few months away and the feedback from the market-to-date suggests the theme should centre around The Customer and we agree.

We have spoken for years about the importance of aligning every aspect of sales, marketing and the whole of an organisation around The Customer, yet we see sales forces and organisations at large consistently missing the mark. One strategy that we as sales leaders struggle to execute is knowing how to change our customers perceptions around the type of relationship we have with them, and of course the value we bring to their business.

How do we move away from being seen as a vendor who sells stuff to that of a hard to substitute Business Partner who adds critical value to their business?

This years 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.

If you would like to attend or like more information go to our website for this conference

You can also download the brochure and registration form.

Latest Media

Sue Barrett has published the following articles this month for a range of publications:

• Niche Marketing Magazine: Selling is not a dirty word its a way of life
• Business Deals: Business leads are a click away
• Nett Online: The customer friend or foe?
• Business Deals: Stay in the game and count your chickens

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.