the-need-for-change

Ch-ch-ch-ch Changes… why it pays to be an early adopter & change agent

By / / Attitudes & Behaviours, covid-19, Decarbonising, Entrepreneurship, Environment & Sustainability, Ethics & Values, Leadership, Opportunity, Strategy, Vision, Mission & Purpose

Welcome to 2022. Each year I write a reflection piece on achieving another year in business. On 9th January 2022, we celebrated 27 years, and I couldn’t think of a more appropriate theme than David Bowie’s song, Changes.

These song lyrics seem rather apt given the current times and the journey that my team and I have been on over the last nearly 3 decades, especially the last two as we all navigate and enter yet another covid pandemic year.

To me Changes is about finding your voice, your purpose, and not accepting the status quo. Changes is about not being bullied …

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Barrett Sales Trends 2022 Decarbonising Sales Operations

12 Sales Trends for 2022 – The event

By / / Blog, Decarbonising, Sales Tips, Sales Trends, Uncategorized

On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 – Decarbonising Sales Operations.

A panel of experts in different fields discussed some of the topics in the report and contributed their insight, stories and case studies to create a rich session full of interesting and inspiring ideas.

The panel: Cathy McGowan, Keith Badger, Jo O’Reilly and David Lunn

MC: Sue Barrett

You can watch the whole event here:

 

Here are some highlights and where to find them:

00:07 – 8:33 Welcome and Introduction (Sue Barrett)

8:34 – 12:01 Meet the panel

12:24 – 22:38 What’s your take on COP 26 and its outcomes (or …

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Selfishness is NOT next to godliness: An Antidote to Corruption

By / / Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Trust

The 9th of December is International Anti-corruption Day, and corruption is rife at the moment.

When you have senior politicians and business leaders downplaying their corruption as business as usual, Houston we have a problem.

The UN states “Corruption affects all areas of society. Preventing corruption unlocks progress towards the Sustainable Development Goals, helps protect our planet, creates jobs, achieves gender equality, and secures wider access to essential services such as healthcare and education. 

“The 2021 International Anti-Corruption Day seeks to highlight the rights and responsibilities of everyone – including States, Government officials, civil servants, law enforcement officers, media representatives, the …

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Barrett Sales Trends 2022 Decarbonising Sales Operations

12 Sales Trends for 2022 – Decarbonising Sales Operations

By / / 12 Sales Trends Pages Category, Blog, Sales Trends, Sustainability & Environment, Uncategorized

12 Sales Trends for 2022 – Decarbonising Sales Operations

The first issue of the Barrett 12 Sales Trends Report was published in December 2009. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was about sustainable selling – about forging cultures that are based on legitimate business relationships which serve the environment, people, businesses, and communities.

We have talked publicly about the topic of sustainability ever since. In 2020 our sales trends report was titled ‘The time is NOW’ which was a clarion call to highlight that the world’s …

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The many ways of saying ‘no’ to a client

By / / Blog, Customer experience, Customer Service, Human-centred, Sales Driven Organisations

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 of communication is across different account managers? Here is a real-life example, copied and pasted from the original emails.

Background: A bank customer asked his bank to reorganise his home loans, no change to the overall amount, just shifting the various parts to accommodate evolving market conditions.

In response to this request, the client was sent a new set of Terms and Conditions to sign. These new T&Cs included a paragraph about the …

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sales-trends-11-rebuilding-our-mental-wellbeing-in-sales

Rebuilding our Mental Wellbeing in Sales

By / / 12 Sales Trends Pages Category, Blog, covid-19, Sales Trends, Wellbeing

Sales Trend 11 from the Barrett 12 Sales Trends Report for 2021 is about the toll that the pandemic is having on our mental health and what to stop, keep, and start doing to restore it.

Not long after the pandemic had taken grip of the world and we were all feeling unwell and out of sorts, an article came out in the Harvard Business Review that helped us understand what we were feeling. We had a name for it, it was grief [1]. Now we know that was only the tip of the iceberg of …

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cop26-whats-the-future-for-business-and-sales

COP26 – What’s the future for business and sales?

By / / Blog, Environment & Sustainability, Ethics & Values, Sustainability & Environment, Wellbeing

Australia is like Goldilocks – we are not too small or too large – we are just the right size population-wise to make real and effective change and become the economic and environmentally sustainable model of the world in how to live and work as a peaceful and prosperous society.

There’s climate leadership coming from Australian states and territories, key businesses and industry sectors, and certain business and community groups. They are showing us what works and the benefits that decarbonising our economy can bring like regional jobs, cleaner cities, and cheaper power.

To truly decarbonise our businesses and societies by 2035, …

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sales-system-interface-customer-business

How healthy & resilient is your sales system?

By / / Blog, Resilience, Sales System, Systems Thinking

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 Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different, more holistic, more resilient.

Let’s begin with some definitions so we’re all on the same page.

A system is a collection of organised things, a whole composed of relationships among its members.

A resilient system protects its critical capabilities (and associated assets) from harm by using protective resilience techniques to passively resist adverse events and conditions …

How healthy & resilient is your sales system? Read Post »

adult-training-session-salesessentials

3 Sales Myths Busted

By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Remote selling, Uncategorized

In the era of fake news, conspiracy theories, and opinions galore, it’s important to get our facts straight. Speaking with sales and business leaders, salespeople, and service teams over 2020-2021, we are finding many are rapidly changing their beliefs, minds and opinions about the true value and benefits of remote selling and remote sales training and, as a consequence, reaping the rewards. However, there are many ‘traditionalists’ still holding onto myths and outdated sales and training stereotypes that negatively affect their bottom line.

What we do know is that change is in the air, opportunity is everywhere, and no one wants …

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