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We’re All in Sales – An Internal Team’s Journey

By / / Attitudes & Behaviours, Blog, Education in Sales, Everybody Lives By Selling Something, Human-centred, Sales Skills, Value Based Selling

In 30 seconds

Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.

Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.

As the Audit & Risk Team said, ‘We’ve …

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Sales Strategy: Driving Business Success

By / / Blog, Business Growth, Human-centred, Sales Strategy, Strategy

In 30 seconds

Sales Strategy is how a business organises its sales efforts to go to market, who it is going to sell to, and how it is going to create real value within the given marketplace with its customers.

A business strategy is essential, but it doesn’t materialise until sales takes it to the field. A sales strategy directs sales efforts with clarity and consistency, unlocking opportunities and driving better and sustainable results.

Sales strategy is the vital link that transforms ideas into action, ensuring that businesses thrive in the marketplace.

In 2.5 minutes

Sales Strategy is how …

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EQ or RQ

From EQ to RQ: The Evolution of Emotional Intelligence

By / / Blog, Emotional Intelligence, Human-centred, Resilience, Sales Skills

In 30 seconds

EQ – emotional intelligence – has been top of mind in business since the 1990s.

Mastering EQ is essential to personal and professional development when it comes to performing well in leadership, sales and service, or any other role, paid or voluntary.

However, mastering EQ is not enough to help us succeed in business and in life. For people and organisations to flourish and prosper, the nature and quality of human-to-human relationships matter.

This is where RQ – relational intelligence – comes into play.

RQ is about self AND other awareness, ethical intelligence, creating a deep sense of mutual trust underpinned by …

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AI AND Humans

By / / Attitudes & Behaviours, Blog, Business Growth, Forecasting, Human-centred, Sales Forecasting, Sales Trends

Sales Trend 6 of the Barrett’s 12 Sales Trend Report for 2023 is about the challenges and opportunities of incorporating AI in a human-centric business.

Interview with KARL MATTINGLY // Founder of DYSRUPT LABS

In 30 seconds

AI is a tool that saves time, money, and worry while uncovering valuable insights for businesses. Karl Mattingly, founder of Dysrupt Labs, emphasises the importance of human-centric AI. By reducing human error, AI can improve customer experience, accelerate discoveries, and enhance healthcare outcomes. Karl highlights the value of a hybrid human-AI approach, where AI partners with human experts to produce superior results. While …

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Unlocking Success: From Sales Challenges to Extraordinary Results

By / / Blog, Business Growth, Opportunity, Sales Growth, Sales Operations, Sales Research, Sales Results, Selling Better

In 30 seconds

We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we have taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.

In 2.5 minutes

As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for …

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Aligning Sales & Service for Better Sales & Client Retention

By / / Blog, Customer Service, Sales Driven Organisations, Selling Better, Teamwork

In 30 seconds

Aligning sales and service teams is vital to healthy client relationships and maximising sales opportunities. While marketing focuses on communicating to groups through branding and advertising, sales and customer service talk to individuals. Despite their interdependence, these teams often work in silos and have different key performance indicators. This separation can result in lost clients and hinder business success. To address this, organisations have to develop collaboration between sales and service teams. By working closely together, these teams can nurture client relationships and respond promptly to their needs. Selling in the team is equally important as selling the product, service, or solution.

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Sales Training – Sales Mastery Mindset

By / / Blog, Sales Results, Sales Skills, Sales Training, Selling Better

In 30 seconds

Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery.

In 2 minutes

Achieving the pinnacle of sales mastery is an unattainable goal. However, having a sales mastery mindset enables continuous improvement in the multifaceted …

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The Human Approach to Procurement

By / / Blog, Procurement, Sales Trends

In Sales Trend 5 of Barrett’s 12 Sales Trends Report for 2023, Ben Shute talks about what it means for procurement to put humans at centre.

By guest author BEN SHUTE // Chief Executive Officer Comprara & Purchasing Index.   

In 30 seconds

The primary objective of procurement is to create value for the organisation, but the definition of ‘value’ is subject to change. Human-centred design and Environmental, Social & Governance are signs of this shift, as we now understand that profitability and doing what’s right are not mutually exclusive. A human-centred approach to procurement considers the needs of everyone …

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From Personality Cults to Sales Process Maps: Rethinking Sales Success

By / / Blog, Sales performance, Sales Process Maps, Sales Results, sales-process-map, Success

In 30 seconds

Sales success has long been built around personalities, leaving new salespeople to emulate revered individuals without much success. A well-defined sales process is a quicker and more effective way to get new hires up to speed. A sales process map outlines the steps, activities, tasks, and behaviours of how your business sells and services. By incorporating the best practices of your top salespeople and aligning them with your sales strategy, you empower new hires to adopt and make the process their own. This approach allows them to observe successful salespeople applying the process, assess their own competence, and …

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Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

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