Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends, Social Sales

Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more.

With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions.

What has changed?

Buyers are no longer calling the vendor to learn what’s new or to request information like they did before. They have become self-educating; consuming online information whenever they wish.

  • Buyers rely less on initial telephone / in-person meetings with vendors and more on consuming information online.
  • Buyers rely less on tradeshows / networking events and …

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Is your sales problem really a sales leadership problem?

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales Driven Organisations, Sales Leadership, Sales Research, Sales Results, Sales Talent

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on.

Some of the most common questions we hear from sales managers, sales leaders and CEOs are:

‘How do we get our sales people to sell more, produce better sales results?’

‘How do we find better sales people who can sell?’

If you look at the overwhelming content on the internet about sales problems and issues it focuses mostly on sales people and their performance…. “how to sell more” is the most common search term.

However, …

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Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics?

By / / Attitudes & Behaviours, Brand & Reputation, Environment & Sustainability, Ethics & Values, Innovation, Strategy, Sustainability & Environment, Wellbeing

Go out on a limb

It’s hard not to notice that we all have quite a bit on our agendas; lots of things competing for our time and attention; too many things that are likely to leave us feeling overwhelmed, overloaded and often confused.

People are asking lots of questions, e.g.:  Which way to turn? Which way to look? What to do? What is right? What is wrong? Who should we believe? Where do we go?

But, as we always say ‘It all starts with OPPORTUNITY’. So I invite you to go out on a limb with this article. I need you to …

Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics? Read Post »

Why I want to tell you what to do, but I won’t, even if I know better

By / / Attitudes & Behaviours, Education in Sales, Sales Skills, Sales Tips

We’ve all been there

How many times do we want to tell our clients what to do?

After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do.

“If only they would just do this… it would be so much better/ save them so much time/ get them there faster/ make them safer, etc.” I hear you cry.

Welcome to the world of domain expertise when you (potentially) know a lot more about something than someone else does. It …

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It’s all about Opportunity: A future – disrupted & reimagined

By / / Attitudes & Behaviours, Innovation, Life Skills, Sales Driven Organisations, Sales Leadership, Sales Pioneer, Success

On December 4 (Melbourne) and 6 (Sydney) 2017, Barrett will be attending The Future: Disrupted and Reimagined event featuring Malcolm Gladwell, author of five New York Times bestsellers — The Tipping Point, Blink, Outliers, What the Dog Saw, and David and Goliath: Underdogs, Misfits and the Art of Battling Giants, and Steven Levitt, economist and co-author of Freakonomics, SuperFreakonomics, Think Like A Freak and When To Rob a Bank.

Gladwell and Levitt are some of the world’s most interesting and outstanding writers talking about the 21st century world and how we can rethink and reimagine our future in times of great …

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2017 Sales Trend 7 – Sell and Deliver Value or Commoditise

By / / 12 Sales Trends Pages Category, Business Acumen, Sales Driven Organisations, Sales Results, Sales Strategy, Sales Trends

With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations:

  • Run a business that sells unique solutions or customised products/services and generates reasonable margins and delivers real value beyond product. This means stepping up their game, building out their sales team’s business acumen and solution selling capabilities so as to stay relevant to their clients, add real business value and ROI, …

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    Why Sales is still the elephant in the room

    By / / Attitudes & Behaviours, Education in Sales, Sales Culture, Sales Driven Organisations, Strategy

    Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales?

    Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive better customer experiences, be taken more seriously by their clients, build better relationships, attract more customers, etc.

    To achieve these things they will tell you they are trying out some special apps, social media strategies, CRM systems, developing their leadership styles, EQ assessments, agile work environments, flexible …

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    2017 Sales Trend 6 – Where are All the High Performance Sales Coaches?

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Trends

    Sales Trend 6 from our 12 Sales Trends for 2017 report is about sales coaching.

    This sales trend focuses on how sales coaching is still lagging behind business coaching as a standard business discipline, but how the best sales leaders are using coaching to transform their sales teams and sales performances to maximise success. So what’s going on with sales coaching?

    A lot has been written about coaching, specifically business coaching, over the years and the proof is that coaching, like anything if applied effectively, does work. For instance, the International Coach Federation (ICF) conducted a worldwide survey …

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    Driving Sales with Marketing Automation – Part III of III

    By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

    5 things to be wary of when implementing marketing automation in your business

    Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ series of 3 articles.

    There are many things to be wary of in this space. There are lots of false prophets and digital content marketing gurus out there promising nirvana in this space. As Sue points out, too many people still want to avoid the topic and …

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    Driving Sales with Marketing Automation – Part II of III

    By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

    5 ways to implement marketing automation in your business

    Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles.

    Sue states that delivering effective sales and marketing strategies requires a disciplined approach. ‘Less is more’ is also a good reminder when looking at how to get the best results out of Marketing Automation.

    Before you launch marketing automation you first need content that aligns with your sales strategy, your purpose, your …

    Driving Sales with Marketing Automation – Part II of III Read Post »

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