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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 …

12 Sales Trends for 2021 – The rebuild Read Post »

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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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Customer Experiences – Difficult or just different? Read Post »

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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 …

Putting the Trainer back into Sales Management Read Post »

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Lessons I’m learning about myself & my business during COVID-19 – The Sequel

By / / Attitudes & Behaviours, Blog, Collaboration, Communication, covid-19, Life Skills, Resilience, Strategy, Teamwork

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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves to me this year, so I thought I would write a sequel.

The second part of the year presented more and different challenges, like the second and stricter lockdown in Melbourne, governments around …

Lessons I’m learning about myself & my business during COVID-19 – The Sequel Read Post »

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The Soft Skills Revolution – Humans Wanted

By / / 12 Sales Trends Pages Category, Blog, Education in Sales, Life Skills, Sales Skills, Sales Trends

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Soft Skills are the new hard skills for the 4th Industrial Revolution, and Sales Trend 11 from the Barrett 12 Sales Trends Report for 2020 highlights the importance of developing these skills, as individuals, as leaders, and for our teams and businesses.

Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of …

The Soft Skills Revolution – Humans Wanted Read Post »

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