This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic…
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There is nothing like that feeling of accomplishment, especially when we’ve stepped outside our comfort zone and learnt something new, challenged our abilities, or put the work in to better…
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No more games*! Now more one-upmanship! No more outfoxing, outsmarting or outwitting others at their expense! Instead, what about playing it straight and acting with honesty, integrity, and transparency? What…
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Sales Trend 8 from the Barrett’s 12 Sales Trends Report for 2022 is about the decarbonisation of our sales and service teams and workforce structure. Many (future-oriented) organisations have been…
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Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good…
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Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of…
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We have been saying this for a while, and now the numbers are in. Research from McKinsey shows that 94% of B2B decision makers say the hybrid sales model -combining…
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As we enter the new financial year in Australia, we, as business leaders, teams, and shareholders have a choice - we can choose short-termism or sustainable business growth strategies. If…
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“It is not for us to forecast the future, but to shape it”. Antoine de Saint-Exupery In Sales Trend 6 we explored decarbonised sales systems and sales strategies. In Sales…
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I want you to imagine a field sales team of 20 B2B salespeople, each of whom has their own well-defined sales territory (it could be industry-based or geographical, doesn’t matter)…
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