Sales is the life blood of any business – without customers, members, supporters, patrons and the like, organisations cannot exist. Sales & Marketing’s sole focus is to attract and retain…
The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate – all…
2024 heralds 41 years in professional selling for me and like many who’ve been around as long as I have, we’ve sold through several major crises including the GFC and…
In 30 seconds Sales Strategy is essential to business success. It is how the business organises its sales efforts across the value chain to go to market and determine who…
Are they the same? The terms ‘Solution Selling’ and ‘Value-based Selling’ are sometimes used interchangeably. But are they the same? The short answer is NO. So, what are Solution Selling…
Sales trend 2 of Barrett’s 12 Sales Trends Report for 2023 presents the moral case for putting humans at the centre of businesses. Adam Smith, often referred to as the…
Sales trend 1 of Barrett’s 12 Sales Trends Report for 2023 is about why we need to become human-centred in our economic activities. By guest author TOBY KENT // Toby…
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…
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…
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…
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