you-have-paid-for-the-crm-are-you-getting-the-roi

You’ve Paid for the CRM. Are You Getting the ROI?

By / / CRM, Sales Coaching, Sales Process Maps

In 30 seconds

The Problem: CRM failure rates have sat between 47 and 55 percent for two decades. The cause is rarely the software itself.

The Shift: Move from instinct-led “hero seller” selling, fragile and unscalable, to a mapped sales process with telemetry across every stage, the same discipline that gives F1 teams their edge.

The Solution: Barrett maps your sales process into a steering instrument for coaching and alignment, captured in a sales playbook fully integrated with your CRM and AI stack, built from whatever you already have in place, not started from scratch.

You’ve Paid for the CRM. Are You Getting the ROI? Read Post »

asking-ai-for-top-sales-trainers-gets-you-the-wrong-answer

The Buyer’s Trap: Why Asking AI for “Top Sales Trainers” Gets You the Wrong Answer

By / / Business Acumen, Learning and Development, Sales Research, Sales Training

In 30 seconds

The Problem: Asking AI for “top sales trainers” returns a popularity leaderboard, fame and visibility ranked as if they were evidence of results. This happens because product-category questions can only ever surface product-category data.

The Shift: The fix is not a smarter AI, it is a better-framed question. Buyers who describe the actual business outcome they need, and the real capability gap underneath it, get fundamentally different, more useful search results than buyers who search for the product itself.

The Solution: A real example: a brief describing a scaling investment firm’s need to build listening and questioning skills across a technically strong team, framed around business outcome rather than “sales training,” surfaced an entirely different, more relevant shortlist. Discernment in the question produces discernment in the answer.

The Buyer’s Trap: Why Asking AI for “Top Sales Trainers” Gets You the Wrong Answer Read Post »

segment-stakeholders-and-use-differentiated-messaging

The Four Commercial Mistakes Mission-Led Organisations Keep Making

By / / Brand & Reputation, Business Growth, Sales Strategy, Value Proposition & Value Add

In 30 seconds

The Problem: Mission-led organisations often mistake public attention for a go-to-market strategy, repeating the same mistakes of undifferentiated messaging, campaign dependency, and sequencing branding before strategy.

The Shift: Commercial growth is not automatically good for a mission, it must be designed deliberately to strengthen rather than dilute it.

The Solution: Segment stakeholders properly, build differentiated messaging for each, and grow the commercial system with mission preservation built in from the start.

The Four Commercial Mistakes Mission-Led Organisations Keep Making Read Post »

engage-communicate-and-sell-better

Engage, Communicate, Sell Better: What Each Generation Brings To The Table

By / / AI & Data, Business Growth, Entrepreneurship, Life Skills, Sales Strategy, Value Proposition & Value Add

In 30 seconds

The Problem: Organisations often treat generational difference as a gap to manage rather than a resource to draw on, leaving experience and digital fluency siloed instead of combined.

The Shift: Knowledge is no longer gated by age or seniority, so the real advantage now lies in judgement, knowing what to do with information everyone can access, built through genuine two-way learning across generations.

The Solution: Create environments where younger digital fluency and experienced pattern recognition are exchanged in both directions, so engage, communicate and sell better works across the whole table, not just the senior end of it..

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responsible-selling-is-now-required

Responsible Selling Was Always Right. Now It’s Required

By / / Ethics & Values, Human-centred, Sales Culture, Selling Better

In 30 seconds

Problem: Telcos face a fundamental shift as ACMA scraps industry self-regulation for a mandatory, directly enforceable standard, driven by high-pressure sales tactics and consumers sold plans they cannot afford.

The Shift: Penalties now reach $10 million or 30 per cent of turnover, with registration and deregistration powers attached. Responsible selling moves from aspiration to legal requirement.

The Solution: Organisations that already practise human-centred, ethical selling gain a structural head start. Responsible selling was always right. Now it is required, and the gap between the two has just become very expensive to ignore.

Responsible Selling Was Always Right. Now It’s Required Read Post »

build-a-recurring-rhythm-rather-than-a-one-off-event

Why change sticks in some organisations and stalls in others

By / / Coaching, Leadership, Learning and Development, Sales Coaching, Sales Training

In 30 seconds

Problem: Most training never survives contact with the daily job. Organisations invest in workshops, then wonder why behaviour reverts within weeks, assuming the fault lies with the training content or the learner’s motivation.

The Shift: Research points elsewhere. The single biggest predictor of whether learning sticks isn’t the course, it’s whether the immediate manager reinforces it afterwards. Call centres already run on a rhythm built for this, continuous coaching, clear standards, short distance between leader and work, which is why change takes there without a push.

The Solution: Involve managers before learners, build a recurring rhythm rather than a one-off event, and measure behaviour change instead of course completion.

Why change sticks in some organisations and stalls in others Read Post »

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