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)…
In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
AND WHY IT IS IMPORTANT TO GET IT RIGHT Ever wondered how your team or your colleagues convey a “no” to their customers when necessary? Or how consistent this kind…
When it comes to sales systems, most people usually associate them with some sort of platform, application, or CRM, from pipeline management to post-sales calls, or anything in between. At…
I don’t think people will find it surprising that in the last year, in particular, business leaders – those leaders of corporations and big business- have been focusing on making…
The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service…
For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each…
The pandemic exposed serious gaps in many businesses and their sales operations, and Sales Trend 1 from the 12 Sales Trends Report for 2021 looks at what can be done…
When the coronavirus pandemic took hold of the world in early 2020 it was nearly impossible to imagine the effect it was going to have in our lives and how…
Sales Trend 7 from the Barrett 12 Sales Trends Report for 2020 looks at the benefits, downfalls and ethical issues that arise for businesses from collecting and using data. This…
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