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4 tips to turbocharge your sales

By Sue Barrett / 09/12/2022 / Blog, Business Growth, Call Reluctance, Prospecting, Sales Results, Sales Tips

‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.

Why?

Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!

This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. …

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Sell Like A Woman Launch – The Event

By Sue Barrett / 02/12/2022 / Blog, Gender & Sales, Human-centred, Sell Like A Woman

As Jenny Gome said “How good is it to be in a room of professional women who are passionate about sales, discussing the opportunities and challenges in our industries?”

Barrett’s Sell Like A Woman Program launch event was held online on 1st of December 2022 and to celebrate the launch, we heard from four women with outstanding careers in sales, business, and leadership. They included Jenny Gome, former Sales Executive Leader at ARPA AMCOS now Partnerships and New Business Development Manager at Barrett, Andrea McNaughton, Managing Director of Loan Market, and

Sell Like A Woman Launch – The Event Read Post »

The decarbonised salesperson

By Sue Barrett / 24/11/2022 / Blog, Decarbonising, Ethics & Values, Recruitment & Sales Recruitment, Sales Talent, Sales Trends

Sales trend 12 from the Barrett 12 Sales Trends Report for 2022 explores what ‘decarbonised’ salespeople look like and how employers can attract them.

Written in collaboration with ReillyScott.

Given my long-standing public commitment to climate action and a clean green sustainable world, it may come as no surprise to readers that I receive connections, feedback, questions and requests from seasoned salespeople professionals looking to transition into ‘decarbonised/ing’ sales roles and businesses.

Many do not want to work for or be associated with businesses that are not committed to a renewable, decarbonised world.

They understand selling is the vehicle that allows …

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Boost Sales Leadership to Boost Sales

By Sue Barrett / 17/11/2022 / Blog, Coaching, Education in Sales, Leadership, Learning and Development, Sales Coaching, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Training

Every business wants better sales performance from their salespeople and to have happy, loyal clients.

If you look at the overwhelming content online about sales problems and issues, it focuses mostly on salespeople and their performance.

But what about Sales Leadership?

Sales Leaders are given little support when it comes to being competent in their role. In fact, many Sales Leaders are given no formal training in sales management, leadership, or coaching.

Perhaps the way to solve the problem of ‘better sales performance’ is to start by raising the standards of our sales leaders so they can lead and manage their sales teams better.

These …

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Decarbonising Sales Leadership

By Jens Hartmann / 08/11/2022 / Blog, Decarbonising, Environment & Sustainability, Leadership, Sales Leadership, Sales Trends

Sales Trend 11 of the Barrett 12 Sales Trends Report for 2022 is about the role that sales leaders can play in decarbonising sales operations.

We see the sales leadership function as a supporting role, a key supporting role: sales leaders support salespeople, they support business success by ensuring expected sales outcomes and customer satisfaction and retention, and any other relevant business goals.

In that light, this trend is not about how to decarbonise sales leadership, but about how sales leadership can and should support decarbonising the sales operations in general.

From this perspective sales leadership …

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A sales career is brilliant for women

By Sue Barrett / 04/11/2022 / Blog, Gender & Sales, Sell Like A Woman, Success, women-in-sales

As a woman who’s been in business and sales for over 30 years, a business owner for 27 years of those years and a working mother for 24 years, I thought I’d share with you some interesting insights and research about how sales and sales leadership careers help empower and enable women to forge their careers, rise up the corporate ladder and enhance their earning potential all of which can be very good for women’s overall health and wellbeing.

The central theme here is Agency – in social science, agency is defined as the capacity of individuals to act independently and …

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The biases & challenges for women in sales

By Sue Barrett / 27/10/2022 / Blog, Gender & Sales, Leadership, Sales Leadership, Sell Like A Woman, women-in-sales

Last week I wrote about the benefits for businesses of having more women in their sales teams and leadership roles. I also mentioned how most women still don’t consider sales as a viable career. This is mostly due to persistent biases and outdated sales stereotypes and work practices.

Here are some of the common biases and challenges women and businesses face when it comes to capitalising on the power of women in sales and sales leadership.

Outdated Sales Stereotypes and Unconscious Biases

Sales has been seen largely as a man’s career and rarely promoted as a career in which women …

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It pays to Sell Like A Woman

By Sue Barrett / 20/10/2022 / Blog, Gender & Sales, Sales Leadership, Sales performance, Sell Like A Woman, women-in-sales

If you want to excel in sales and business, it pays to Sell Like A Woman.

Women AND the Competitive Advantage

Since the early 2000s, research into sales effectiveness shows women often outperforming men in achieving sustainable sales results and authentic, mutually prosperous client relationships, especially in B2B sales, bringing with them specific qualities and capabilities that differ from traditional sales stereotypes. That piqued my curiosity, confirmed my observations and the trends I was seeing towards more human-centred, inclusive business practices and has informed the work of the Barrett team ever since.

Qualities such as collaboration, creating a shared vision for success, …

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Decarbonisation in tendering – who leads and who follows?

By Bidwrite / 11/10/2022 / Blog, Decarbonising, Tendering

Sales Trend 10 of the Barrett 12 Sales Trends Report for 2022 is about the decarbonising in tendering.

By guest author David Lunn, MCIPS, CP. APMP – co-founder and Director, Bidwrite.

Organisations procuring goods and services through tendering specify what they want. Sometimes requirements are highly detailed. Other times they are not. And within these requirements more sophisticated buyers also point to broader agendas/needs that provide useful context to sellers. This is particularly true of larger corporates and Government or publicly funded entities. In these circumstances buyers are leading. Suppliers respond and support.

But the opposite is …

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The Rainmakers – learning how to sell professional services

By Sue Barrett / 07/10/2022 / Blog, RAIN maker

For many decades professional service providers (lawyers, accountants, financial advisors, banking, management consultants, engineers, architects, medical specialists, etc.) relied on their local networks for new client referrals. They usually developed a reputation amongst a select group of their friends, colleagues and local industry groups making them an attractive option that would bring business to their door.

While personal recommendations and referrals are still highly sought after, the days of only relying on referrals, especially local referrals, have passed. Markets have expanded, and professional service providers can often work from anywhere with clients further afield than their local neighbourhood. While industry and …

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