Crowdsourcing Sales Forecasting to deliver better certainty

By / / Attitudes & Behaviours, Forecasting, Innovation, Opportunity, Sales Forecasting, Sales Leadership, Sales Management, Selling Better, Success

People love certainty, especially when it comes to business. Which is why sales forecasting and sales pipeline management can often be the bane of sales leaders and their sales teams’ lives with senior management constantly on their backs wanting to know what deals will land and when, and when the revenue will start to come in. It’s relentless.

So given the current state of the world and the climate of uncertainty, it’s a good time to look at some of the latest thinking and work being done to improve the certainty of sales forecasting and pipeline management.

Current Situation with Sales Forecasting

Tracking …

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Celebrating 25 years of Helping People & Businesses Sell Better

By / / Education in Sales, Entrepreneurship, Sales Coaching, Sales Consulting, Sales Leadership, Sales Training, Selling Better

The 9th January, 2020 marks 25 years in business for Barrett.

25 years of helping people and businesses sell better.

25 years of exploration, research, experimentation, creation, building, encouragement and promotion of, and learning and education in ethical human centred sales systems, strategies, processes and practices.

25 years of a self-funded research project focused on creating The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

A way in which we can all be prosperous.

I started the business out of my home office with $3,000 in capital on 9 January, 1995 with an idea …

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Why we prioritise Virtues over Values in our work at Barrett

By / / Attitudes & Behaviours, Ethics & Values, Gratitude, Life Skills, Optimism

As a consulting and education firm, we go into many organisations and they inevitably have a set of values i.e. integrity, honesty, passion, customer centric/obsessed, courage, and so on.

That’s nice on one level, but how are these values practised every day? How are they demonstrated and enacted?

This is usually the missing piece, which is why my preference is to be virtues driven rather than values driven.

Values and virtues are often seen as synonymous, however, they are quite different.

Simply put, values are goals or ideals or even opinions.

Virtues are behaviours showing high moral standards. Virtues are how we practice and demonstrate …

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12 Sales Trends for 2020 – The Time is Now

By / / 12 Sales Trends Pages Category

2020 marks 25 years in business for Barrett and over this period of time we have seen many things – good, bad and indifferent – when it comes to managing businesses and sales teams, successfully or otherwise. Fads, trends, myths, hype, well-worn facts, innovations and home-truths have all been a part of this 25 year journey.

We’ve talked with over 10,000 business leaders from the C-suite and Sales about their issues, concerns, ideas and opportunities when it comes to sales strategy, sales operations, processes, salespeople and culture. Some have been the early adopters and pragmatists – those who could see changes, …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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The role of marketing in developing trust

By / / 12 Sales Trends Pages Category, Brand & Reputation, Collaboration, Marketing, Sales Trends, Trust

Sales trend 12 from the Barrett 12 Sales Trends report 2019 looks at the key things that marketing teams in B2B environments need to do to help their businesses win back the trust of their customers.

The endeavour of building and maintaining a trusted B2B brand is far more complex than it used to be since the advent of omni-channel marketing both locally and around the world.

While some CMOs (chief marketing officers) have been successful in this new omni-channel world, many have failed – failed to take action, failed to adapt, and failure to engage their sales …

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Selling Better, Faster using Real Time Sales Education

By / / Coaching, Collaboration, Customer Service, Education in Sales, Environment & Sustainability, Optimism, Sales Coaching, Sales Driven Organisations, Sales performance, Sales Results, Sales Skills, Sales Training, sales-process-map, Selling Better, Solution Selling

I’m feeling elated.

I’m feeling vindicated.

I’m feeling very optimistic about the future of sales education and sales mastery.

Three weeks ago we started working with and coaching a telesales team of 9 people based in regional NSW.

Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and attributed it to the training we are doing.

Now that’s something to be optimistic about.

How did we do this?

Our focus was to help them sell better, faster using real …

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Selling deception & enabling criminals – how we’ve hit a new low

By / / Attitudes & Behaviours, Ethics & Values, Sales Culture

I’m so furious, but sadly not surprised at all, with the news this week about the unethical, shameful and, frankly, criminal actions of companies such as Westpac and NAB. They are not alone, far from it, but they stand out as current heinous examples of the deception, greed and corruption emanating from the highest levels of business and its devastating impact on people.

Someone asked me the other day if this was the fault of the salespeople who sold the junk insurance or billed dead people, or the fault of compliance teams that ignored 23 million illegal transactions. Yes, they are …

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The key differences between B2C & B2B Sales Market Segmentation

By / / Collaboration, Education in Sales, Marketing, Sales Market Segmentation, Sales Strategy, Success

A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.

At Barrett, we do a lot of work with B2B sales and marketing teams in helping them define their sales market segments so they are very clear …

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Building trust through personal image

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Sales Trends, Trust

In Sales Trend 11 from the Barrett 12 Sales Trends Report for 2019, guest author Leadership Stylist Helen Robinett discusses how our personal image can help build trust.

By guest author Helen Robinett.

Trust in business has never been more crucial than what it is right now.

People do business with people they like and trust. Full stop. No-one does business with an ‘organisation’.

Human beings are highly visual and it takes an instant to create a first impression. Gone are the days when it took 7 seconds to form a first impression. If I walk to the front of …

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