At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested…
Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for…
One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting…
Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell,…
Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep…
Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of…
I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you…
In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score. Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003,…
In recent months, I have deliberately chosen to start each week by writing down this statement: ‘Be open to great opportunities’ This statement appears at the top of my To…
We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to…
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