The Phenomenon that is #March4JusticeAU

By / / Attitudes & Behaviours, Blog, Collaboration, Ethics & Values, Gender & Sales, Teamwork, Wellbeing, women-in-sales

We are all presented with opportunities every day in myriads of ways. Whether we choose to pursue an opportunity is dependent upon many things. When an opportunity of a lifetime presented itself to me on Monday 1 March I decided to jump in boots and all. Definitely a sliding door moment for me.

This once in a lifetime opportunity was joining the March 4 Justice organising team at its inception.

How did #March4JusticeAU burst onto the scene so quickly and how did it capture the attention of the nation as well as the international media?

It started on Sunday 28 February 2021, when …

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Australian Consumers are for Australia

By / / Attitudes & Behaviours, Blog, Sales Trends

Sales trend 3 from the 12 Sales Trends for 2021 Report looks into how our buying behaviours changed in 2020, and what businesses can do to keep up with those changes.

By guest author Rebecca Varley – Roy Morgan

2020 brought some of the biggest changes we’ve ever seen, not just with respect to our behaviours, but also our attitudes. These changes have permeated through all aspects of our lives, including our shopping behaviours and attitudes.

Australian consumers have long shown a preference for purchasing Australian made products across a range of categories, not just food, with …

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No, we are not there yet – Achieving Equality in 2021

By / / Attitudes & Behaviours, Blog, Ethics & Values, Gender & Sales, women-in-sales

I am a bit tired and frustrated to be honest. I wasn’t expecting to start this article in honour of International Women’s Day 2021 this way, but here we are. I might be so bold as to claim that the majority of us (women) are tired of repeating ourselves over and over again and feeling like we keep fighting the same battles that were supposed to be won decades ago. I mean I was a teenager at the height of the Women’s Liberation Movement in the 1970s – I am Woman hear me roar still rings in …

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The Big Reset Opportunity: Leadership, Sales Strategy & a United Purpose

By / / Attitudes & Behaviours, Blog, Opportunity, Sales Leadership

Vladimir Lenin said over a century ago “There are decades where nothing happens and weeks where decades happen.”

I think we can all relate to that at some time or another over the past 12 months.

The Big Reset Opportunity – Weeks where decades happen

We are at a particular time where we are resetting how we work. Some are going to keep on going remotely, others are going back to the office, whilst the majority is inclined towards a hybrid model. This, together with the changes in the market, place us at a moment ripe with opportunity because we can also reset …

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Our Fragility Has Been Exposed. Now What?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Procurement

Sales trend 2 from the 12 Sales Trends for 2021 Report is about what Procurement can do to help businesses become thrivers and survivors.

By guest author Ben Shute, CEO of Comprara

For Barrett’s 12 Sales Trends Report last year, my article – We change, or we burn – argued that the Bronze Age collapse was a warning we should heed. Due to the complex logistical nature of the procurement process behind the production of bronze, the world of the Bronze Age was highly interconnected and interdependent. A drought in the Indus Valley, for instance, …

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Reclaiming our senses & sense of self in the pandemic

By / / Blog, covid-19, Resilience, Wellbeing

Much has been written, discussed, and debated about the effects of the pandemic on our health, the economy, jobs, and society; and more is being raised about its consequences to our mental health and overall wellbeing.

Every day we learn about discoveries, observations, and insights on the impact of the pandemic on our working memory and concentration, our ability to deal with the social isolation, lockdowns, changes in habits, curtailed liberties, and so on, as well as our overall patience and ability to integrate all these changes without losing our minds in the process.

In Australia, at least, we appear to be …

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CPD for Sales Professionals – it makes sense

By / / Blog, Education in Sales, Sales Driven Organisations, Sales performance, Sales Skills, Sales Training

The very best sales training isn’t a once-a-year event, it’s ongoing, perpetual, and it’s about mastery and evolution.

Achieving mastery in any profession requires awareness and understanding about self and the elements required to be effective in that profession – knowledge, skills, mindset, processes, tools. It also requires that we continue to measure and develop ourselves to these standards.

That is why some professions, like law, accounting, financial planning, engineering, nursing, medicine, etc. require people to keep up their CPD education -Continuing Professional Development- or risk losing their licence to practice. They collect points over the year for all …

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Has coronavirus made us more ethical consumers?

By / / Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Ethics & Values, Sustainability & Environment

The pandemic has heightened our awareness about how we live, work, engage and consume.

But has it made us more ethical consumers?

Before we answer that question let’s first define what an ethical consumer is:

Ethical consumerism is a form of political activism based on the premise that purchasers in markets consume not only goods but also, implicitly, the process used to produce them. (Brittanica)

In other words, as ethical consumers we should be looking at the whole supply chain from sourcing of materials, to manufacturing, distribution and how we purchase, use, and dispose of our goods to see if it has …

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Dear prospects – salespeople are not mind readers

By / / Attitudes & Behaviours, Blog, Buying, Prospecting

Dear (certain) prospects,

We, as most businesses, put a lot of work into making it easy for you to find us when you are in need of our services, and rejoice when you contact us. We are ready to help you -or at least, find out IF we can help you- but alas, we are not mind readers.

To assess whether we can help you or not, we first need your help – we need you to answer our questions.

So when having reached out to us, you act cryptic or scarce with your information, despite us asking you effective questions, we can’t …

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Sales Systems & Scenario Planning to withstand shocks

By / / 12 Sales Trends Pages Category, Sales System, Sales Trends

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 to be better prepared for future shocks. An adaptive sales system is key, and scenario planning once only in the realm of high-risk industries and projects will start becoming mainstream.

In 2020, the COVID pandemic rattled many businesses and their sales teams to their core, and it broke some. For many it exposed an incomplete, even flimsy, sales infrastructure and short term leadership mentality that meant they …

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