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 …

Dear prospects – salespeople are not mind readers Read Post »

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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 …

Sales Systems & Scenario Planning to withstand shocks Read Post »

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Bowie & Me – 26 years on

By / / Attitudes & Behaviours, Collaboration, Entrepreneurship, Everybody lives by selling something, Innovation

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On 9th January 1995, the day after David Bowie’s 48th birthday, I started Barrett Consulting Group with $3,000 and a dream of doing something significant in the world of sales, service, human relationships, business, ethics, and sustainability, confident in my ability to sell, to learn, be helpful and find my way forward from there.

Each year I revisit this milestone in my career. Each year I …

Bowie & Me – 26 years on Read Post »

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12 Sales Trends for 2021 – The rebuild

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

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2020 has been one of the most trying years for many generations and we can’t wait for it to finish. We are over it and impatient for a sense of control, some degree of certainty, something more solid on which to build a better future as we look into the horizon to see what’s coming next, what the ‘new normal’ will look like, and when does …

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We have to talk about prospecting

By / / Assessments, Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales performance

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Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to benefit from knowing how to prospect well. …

We have to talk about prospecting Read Post »

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Customer Experiences – Difficult or just different?

By / / Attitudes & Behaviours, Blog, Common Ground, Communication, Customer experience, Customer Service, Human-centred, Solution Selling

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2020 Sales Trends Virtual Event – The Time is NOW

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Collaboration, Common Ground, covid-19, Environment & Sustainability, Ethics & Values, Human-centred, Opportunity, Optimism, Remote selling, Sales Strategy, Sales System, Sales Trends, Selling Better

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What a year it has been. 

On Friday 13th March, as we were observing the COVID-19 situation we decided to postpone the Barrett Annual Sales Trend Breakfast, planned for March 25th.

Nine months later, on 25 November, we hosted our event virtually. We explored the 2020 Sales Trends, which seem to be even more relevant now than when we wrote them. For our virtual event we assembled our …

2020 Sales Trends Virtual Event – The Time is NOW Read Post »

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Putting the Trainer back into Sales Management

By / / Blog, Coaching, Education in Sales, Sales Coaching, Sales Essentials, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Skills, Sales Training

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Training salespeople is vital to healthy and sustainable sales performance. With markets becoming more complex and changing at rapid rates, ongoing development measures are imperative to help salespeople stay up to date and effective. Training needs to be periodic for it to have any effect. Regular ‘mini’ training sessions in short, sharp bursts combined with one-on-one coaching in the field makes for better and better sales …

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