How many people in your business are in contact with customers on a daily basis? How many of them would be presented with new business opportunities but wouldn’t know what…
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Sales Trend 3 from our 12 Sales Trends for 2017 report is Mapping the Buying-Selling-Delivery Process. If you want your sales team and your business to move from ordinary to…
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Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and…
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To segment or not to segment that is the question. For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that…
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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
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Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies.…
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Salespeople who complain about price as a barrier need to wear bicycle helmets. As a salesperson, the next time you feel you are losing deals because of price, take your…
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Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
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There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all…
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Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics. What do we measure now? When we talk about sales metrics we usually think units,…
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