How prepared is ‘The Lucky Country’ for tough times?

By / / Attitudes & Behaviours, Business Acumen, Collaboration, Ethics & Values, Innovation, Opportunity, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

Ah the good times…

Ah 28 years of uninterrupted growth…

Ah Australia, ‘The Lucky Country’*…

Ah ‘How good is Australia?’…

Pssst. But don’t talk about the R** word…

We are indeed fortunate in Australia to have access to many resources, space, and talented people; however, our luck maybe running out if we carry on drinking the ‘recession avoidance’ Kool Aid, carry on with our old ways of managing business and thinking everything is rosy instead of adapting to the array of changes, challenges, and opportunities that are out there in the market place.

Which is why I couldn’t go past economist Jim Stanford’s comments in Paddy …

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Debunking myths for the Common Good

By / / Attitudes & Behaviours, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Resilience, Sales Strategy, Selling Better, Success, Sustainability & Environment

If you had to put a percentage weighting on the following questions what would your answers look like?

  • How much of your individual success so far is solely down to your own efforts?
  • How much of your individual success so far is as a result of the success of your community – where you were born, what family you were raised in, what school you went to, networks, friends, government support, infrastructure and the era in which you live?

    • It’s probably impossible to give definitive answers to these questions; however, I suspect, like me, you are aware that much of our individual success …

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    One main reason most start-ups fail

    By / / Entrepreneurship, Innovation, Sales Market Segmentation, Sales Tips, Success

    Anyone can have an idea. Ideas are cheap and they are plenty.

    The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity.

    Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market their idea to customers using marketing strategies and tactics. They are looking from the inside out.

    Yet the key questions many start-ups fail to explore first are:

    • Are there customers and markets looking for a solution that your idea can solve?
    • Are these potential customers prepared to pay for your …

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    What is the correct title for a salesperson? – New edition

    By / / Attitudes & Behaviours, Call Reluctance, Prospecting, Sales Culture, Sales Tips

    What is the correct title for a salesperson’s role? What should I call myself?

    This is a contentious issue… And a question we get asked frequently.

    The answer will depend on why you are asking the question. Are you asking because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do.
  • You are uncomfortable being called a ‘salesperson’ or ‘sales representative’ for whatever reason.
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc. even though your role involves selling?

    • All of these questions are valid and can present problems …

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    Brand and Purpose Come Together

    By / / 12 Sales Trends Pages Category, Brand & Reputation, Ethics & Values, Marketing, Vision, Mission & Purpose

    Sales Trend 7 of the Barrett 12 Sales Trends Report for 2019 is about how purpose, employee and customer experience, and the promises you make contribute to the brand result.

    By guest author, Michel Hogan, Brand Counsel.

    While the general thinking about brand remains dominated by marketing tropes of visual identity and high-profile campaigns, among the logo makeovers and high-profile ad campaigns a shift is happening to a broader and more encompassing view.

    The evolving nature of brand will continue in 2019, and both organisations and individuals will need to grapple with the move beyond markers of …

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    Engaging with words and stories to find common ground

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Opportunity, Sustainability & Environment, Trust, Wellbeing

    Using words & stories to find common ground & progress towards a better future together

    As mentioned previously, finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet.

    In this article we explore how words, language and the stories we tell can help us find common ground or tear us apart, and look at some examples to demonstrate how things can go either way.

    Have you ever shared a story or anecdote that sounded perfectly …

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    Why ‘Coaching with Compassion’ leads to healthier coaches

    By / / Attitudes & Behaviours, Coaching, Education in Sales, Emotional Intelligence, Ethics & Values, Gratitude, Resilience, Sales Coaching, Sales Culture, Wellbeing

    At Barrett we are very mindful of our coaching approach and the well-being of the coaches and coachees. Read what Jens Hartmann, our head of Learning and Development has to say about this.

    ‘Coaching with Compassion’ not only is better for the coachee, it has health benefits for the coach as well

    Let’s say you’re a sales leader, and you have the opportunity to coach a salesperson who has a decent track record. This has been their week:

    Some big deals are taking more effort and time to close than expected; there’s pressure to close deals before the end of the …

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    Why should I give a damn about you?

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Environment & Sustainability, Ethics & Values, Wellbeing

    The Common Ground Series – Part 2

    As mentioned previously, Finding Common Ground is about exploring shared interests, beliefs, or opinions between two people or groups of people who may disagree about most other subjects.

    In a world where the media, governments and self interest groups are portraying, more often than not, a polarised ‘us’ versus ‘them’ narrative, even though many of us go about our day-to-day interacting with all sorts of people from all sorts of backgrounds, it’s even more important that we resist this divisiveness and work together to find common ground for the common good.

    Why?

    Octavio Paz, …

    Why should I give a damn about you? Read Post »

    Trust me, I’m a salesperson

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Opportunity, Sales Relationships, Sales Results, Sales Trends, Trust

    Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.

    When trust in business and organisations in general is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at …

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    In order to progress we must first find common ground

    By / / Attitudes & Behaviours, Collaboration, Common Ground, Communication, Environment & Sustainability, Ethics & Values, Life Skills, Sustainability & Environment, Wellbeing

    The Common Ground Series – Part 1

    Common ground: shared interests, beliefs, or opinions between two people or groups of people who disagree about most other subjects. (Cambridge dictionary)

    Finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet. This matter affects us all, in all aspects of our lives and as such it is a topic worth exploring and understanding in more depth. This article is the first in a series about progress …

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