Helping people and businesses sell better
 

The 21st Century Sales Specialists

At no other time in the history of the sales profession have we witnessed such dramatic shifts in how we do business - products are replicated in minutes, people are more informed, the world is interconnected like never before and clients want to interact with 'business people' who can sell and think about possibility.

Clients are looking for partners to assist them map a pathway forward into the future. They recognise that true value lies, not in a product, but in the collaboration of ideas. However too many sales teams are stuck in the 20th Century with a 'Product Mindset' and so are many of our competitors.
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Barrett are specialists in 21st century Sales Culture, Capability, and Continuous Learning and focus on helping sales leaders and professionals achieve Sales Mastery in a modern and evolved world.

Same, but Different

Clients are also realising the value in using Australian based research regarding sales competencies, training and assessment content for their sales people. For instance research continues to show that Australian and NZ sales cultures, values and perceptions are different from our USA sales colleagues. American sales management, training and procedures adhere to US presupposed values and perceptions, and may not be optimal, or even suitable, for other countries.

That is why Barrett Consulting Group has invested heavily in developing Australian based content to suit our market. Our research and work has given Barrett a tremendous insight into the contemporary view of selling, trends and the wide variety of sales practices that exist in both Australia and overseas.

Barrett also works across the Asia and Pacific Region introducing contemporary, relevant sales practices to these markets. Barrett works in partnership with people to deliver a holistic and sustainable approach to business growth and sales performance in organisations.
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A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett's 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's for your support.
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