rsr_national_initiative

A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business

By / / Blog, Collaboration, covid-19, Education in Sales, Entrepreneurship, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Skills, Sales Strategy, Strategy, Success

I read an article in The Age, Thursday 23 July 2020 about how some of the major banks are warning against jumping on the debt bandwagon to save businesses during the crisis, despite the tax payer backed loan scheme. I couldn’t agree more. Any self-respecting business, especially SMEs cannot and shouldn’t borrow more money if they do not have some certainty about where their business opportunities, customers, and sales revenue is going to come from now and in the future.

Earlier in the week I also read a press release by Kate Carnell, the Australian Small Business & Family Enterprise Ombudsman, which …

A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business Read Post »

sales-trend-7-AI-Data-Analytics-and-Selling-Certainty

AI, Data Analytics & Selling Certainty

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends

Sales Trend 7 from the Barrett 12 Sales Trends Report for 2020 looks at the benefits, downfalls and ethical issues that arise for businesses from collecting and using data.

This is a condensed version of Sales Trend 7, to read the original version you can download the report for free.

People, particularly in big business and governments around the world, are obsessed with data – big data, surveillance data and especially human data and how they can use it and sell it.

Being obsessed with data is not a new phenomenon, after all most humans …

AI, Data Analytics & Selling Certainty Read Post »

sales-system

Sales Systems – the secret to sustainable sales success

By / / Blog, Education in Sales, Sales Results, Sales System, System

When people in business hear the term ‘sales system’ they usually associate it with some sort of platform, application, or CRM. Some place where all the sales troubles and other bits will be contained, from pipeline management to post-sales calls, or anything in between.

At Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different.

Sales System

A Sales System is an open system that exists within the environment of an organisation and interacts with its markets, customers, competitors and society. A Sales System, like Marketing, is the interface between our business and our markets …

Sales Systems – the secret to sustainable sales success Read Post »

lessons-I-am-learning-about-myself-and-my-business-during-COVID-19

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

By / / Blog, covid-19, Entrepreneurship, Ethics & Values, Sales Leadership, Sales Strategy

This crisis is, in my humble opinion, a test of character for me and I would say for many other people.

It has put everything I care for, value and taken for granted on notice. Not that I wasn’t aware of or didn’t pay attention to these things before. I am a very attentive and purposeful person; however, this pandemic has put everything on the table for a thorough examination.

I recall, as the COVID-19 shutdown hit, the very first thing I did was gather my team together and I said this:

“Our number one goal is to stay together and …

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

lost-revenue-due-to-covid-19

Lost sales revenue? – Start fixing it now

By / / Blog, covid-19, Opportunity, Sales Essentials, Sales Results

Many SMEs have, at the moment, a sales revenue problem mostly due to the challenges that have been brought about by the pandemic.

The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find and realise opportunities in the current conditions.

Waiting for the phone to ring or a lead to come in and not knowing how to look at other markets for revenue opportunities is …

Lost sales revenue? – Start fixing it now Read Post »

barrett-sales-trend-6-what-are-we-selling-now-in-a-post-consumerism-world

What are we selling now in a post-consumerism world?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, Environment & Sustainability, Sales Trends, Selling Better, Sustainability & Environment

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2020 explores the issues around consumerism, waste, and the role of sales in a post-consumerism world.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

What are we selling now?

Consumerism has been the main driver of economic growth and business performance, lifting people out of poverty since the late 1940s which saw many millions of people get access to amazing innovations in products and services that make their lives much more …

What are we selling now in a post-consumerism world? Read Post »

assessment_pages_page_header

Using assessments when recruiting salespeople

By / / Assessments, Call Reluctance, Recruitment & Sales Recruitment, Sales Assessments, Sales performance, Sales Talent

Your sales teams are the primary human face of your organisation and – still – identifying and retaining high performing sales talent continues to elude many businesses. 

A successful salesperson will not only enable your organisation to ride out the economic uncertainty but will also ensure you are ready to seize the opportunities that present during the recovery.

Effectively predicting sales performance is critical to the success of any business, and using well designed, rigorous psychometric assessments as part of a sales selection process can really boost our chances of finding and retaining the …

Using assessments when recruiting salespeople Read Post »

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19?

By / / Blog, Communication, covid-19, Education in Sales, Networking, Opportunity, Prospecting, Sales Meetings, Sales Skills, Sales Training, Success
Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams?

The early signs say ‘yes’, but let’s take a closer look at what’s happening.

Many things have been tossed up in the air with the advent of the COVID-19 crisis.

Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb, state and international boundaries. It’s something many of us are getting used to.

Whether it’s Zoom, MS Teams, Skype, Facetime, WhatsApp or even the humble telephone, staying in touch and communicating with people is vital …

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19? Read Post »

We change, or we burn

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Environment & Sustainability, Procurement

Sales Trend 5 from Barrett’s 12 Sales Trends Report for 2020 delves into the role of procurement in generating change towards sustainability within an organisation.

By guest author Ben Shute, CEO – Comprara & Purchasing Index

Proverbs and anecdotes

When I was asked to contribute to the Barrett 2020 Sales Trends Report, the invitation posed a question: “With everything we need for positive change and progress available to us now, why wait for a crisis to secure our future?” Immediately, all the proverbs warning against change jumped to mind. “If it …

We change, or we burn Read Post »

25 years of helping people and businesses sell better for a sustainable future

By / / Blog, Entrepreneurship, Ethics & Values, Human-centred, Sales Pioneer, Selling Better, Success, Vision, Mission & Purpose

This year we are celebrating 25 years in business.

Barrett opened on January 9th, 1995 with $3,000 and a purpose of helping people & businesses sell better now and for a sustainable future. Here’s our story in a just-over-4 minutes video about our journey so far.

Or if you prefer to read about it, here’s the transcript:

“Two years ago, I asked the Executive GM of a listed company to go out on a limb.

His business was in flux and sales falling. Like many leaders, he thought sales training was THE solution.

Training would happen, I said, but not yet.

Instead, I asked him to, …

25 years of helping people and businesses sell better for a sustainable future Read Post »

Scroll to Top