tender-and-proposal-management-in-the-rebuild

Tender and Proposal Management in the Rebuild

By / / 12 Sales Trends Pages Category, Blog, Tendering

Sales trend 8 from the 12 Sales Trends for 2021 Report is about the changes in the tendering process, and how to tender better in the rebuild.

By guest author David Lunn, Principal – Bid Write, specialised tender and proposal management services firm.

The Tender and Proposal Management function inside the B2B sales process involves producing written offers (e.g. tenders, proposals, quotations) to supply goods or services. These are most commonly prepared in response to invitations issued as part of a competitive sourcing process. In common parlance – tendering or bidding.

As we progress …

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is-it-easy-to-deal-with-your-business

In your clients’ shoes: is it easy to deal with your business?

By / / Blog, Brand & Reputation, Customer experience, Customer Service, Human-centred

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 managing and dealing with clients more ‘efficient’ for their businesses. We all know that means automating as much as possible.

This is not new, businesses, especially those in B2C markets with lots of consumers like airlines, travel operators, banks, telcos, energy providers, and so on have taken on customer automation with gusto but it seems to have gone to the extreme. The extremes of customer automation now make it virtually impossible …

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An Antidote to Corruption: Human-centred Business & Sales

By / / Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Selling Better

We know where there’s corruption you will always find poor or no governance, lack of transparency, nepotism, poor work conditions that exploit the vulnerable, high staff turnover, profit maximisation and cost stripping at the expense of sustainability, tax avoidance, and unethical leaders, underpinned by vested interests, at the helm of enterprises looking for self-enrichment at our expense promoting the ‘greed is good’ mantra.

For almost 20 years, Australia ranked in the top 10 least corrupt countries. However, by 2018, we’d fallen 8 points to 13. The fact that we are falling down the scale raises serious questions about the …

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Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

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 areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

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kick start your sales growth

Seven Things to Kick Start Sales Growth in the New FY

By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

No mucking around. Let’s get straight to the point.

Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

So here are 7 things you can do to get real sales traction and sustainable sales and business …

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The new versatility in learning

By / / 12 Sales Trends Pages Category, Blog, covid-19, Education in Sales, Learning and Development, Sales Skills, Sales Training, Uncategorized

Sales Trend 7 from the Barrett 12 Sales Trends Report for 2021 explores the changes in Learning and Development that precipitated as a consequence of lockdowns and other restrictions.

By Jens Hartmann, Head of Learning & Development – Barrett

2020 has been a devastating year, there is no amount of glossing over that can change that. But, interestingly, it has brought positive consequences for some important aspects of Learning & Development. It fast-tracked and enforced changes that many people were reluctant to apply or didn’t know about. Within 6 months it had pushed people’s approach to learning further …

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Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

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 other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

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A game-changing strategy Read Post »

Why Customer Service Teams are your new salespeople & profit centre

By / / Blog, CRM, Customer experience, Customer Service, Sales Driven Organisations, Sales Results

Did you know that most businesses are unaware of the repeat business and new sales opportunity potential that lies within their customer service teams?

There’s a stat going around that says around 65% of business sales come from repeat customers. There are various sources given for this information, mostly based in the US. This percentage would vary between industries, business size, etc.; however, no matter how big or small that percentage is, the fact is that most of those sales are realised by customer service teams, not sales teams.

Did you also know that customer service management is much more critical than …

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The Difference between Generosity & Reciprocity & why this really matters

By / / Attitudes & Behaviours, Blog, Communication, Sales Relationships

What is the difference between Generosity and Reciprocity and why does this matter?

In simple terms and for the purposes of our work in sales and business, and maybe life in general:

Reciprocity

Is the practice of exchanging things with others for mutual benefit. Think buying and selling and creating a fair exchange of value.

Generosity

Is the practice of giving something -time, money, food, kindness, advice, etc.- to people, usually, but not always, in need, without expecting something in return from the recipient of our generosity.

Seems pretty straightforward, doesn’t it? But we can get ourselves into all sorts of relationship …

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Hybrid Selling – rebuilding how we sell and buy

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, covid-19, Remote selling

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2021 explains how and why remote selling is here to stay.

COVID has completely reshaped how we do B2B sales with an almost exponential rise in the number of digital / remote client meetings being undertaken on video conferencing platforms such as Zoom, Teams, Skype, or Google. Video conferencing and chat has replaced face-to-face encounters overnight. By now, most of us would have experienced video conferences through a number of those platforms, helping us stay in contact to buyers and sellers. What started out as a crisis …

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