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 …

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    Driving Sales with Marketing Automation – Part I of III

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

    The ‘Driving Sales with Marketing Automation’ series of 3 articles has been developed by Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett. Rishad and Sue will present ideas, concepts, research and findings about how to make the most of marketing automation and sales activation.

    Why?

    Because marketing automation has become the new digital buzzword, with many adopting it under the impression that it is a quick fix for lead generation and repetitive tasks. While its popularity is evident you will find it is not the silver bullet to more sales in of itself. Like anything, we need …

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    How Retail Discount Advertising negatively impacts B2B Sales – Part II

    By / / Attitudes & Behaviours, Education in Sales, Sales Results, Sales Strategy, Sales Tips, Solution Selling

    How to shift the conversation from Price to Value

    In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount sales in the retail sector- the expectation of ‘better price’ is impacting B2B sales.

    We concluded that a more pragmatic approach is needed, based on value rather than absolute price.

    This is the point we need to understand as sales people and business leaders: the client does not really see a price, they see and are looking for value.  So our real mission as sales people is to find out what …

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    How Retail Discount Advertising negatively impacts B2B Sales – Part I of II

    By / / Attitudes & Behaviours, Sales Tips, Value Based Selling

    Fact – every business executive is a consumer.

    Fact – every consumer, certainly here in Australia, is exposed to a barrage of discounting and sales offers from the retail sector.

    In fact, on any given day, whether on TV, radio, billboard or online, we are bound to be exposed –in our experience- to at least 5-10 “discounting sales” or “discounted special offers” that are being promoted by companies selling everything from food to solar power, new homes to motors cars, from beer and wine to computers.

    You have to wonder whether these retailers (and their advertising agencies) realise the damage they are doing …

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    2017 Sales Trend 5 – Salespeople at Risk of Becoming Obsolete

    By / / Sales Trends, Solution Selling

    This is our Sales Trend 5 from our 12 Sales Trends for 2017 report.

    The proliferation of internet-based sales channels, that offer everything from simple items such as a toothbrush to some fairly complicated services including insurance, banking and even major items in the B2B sector means that the traditional role of product focused salespeople has changed. Sadly, some companies and quite a few salespeople continue to ignore the encroaching tsunami.

    So just what has changed?

    Probably the single most important change (or lack thereof) in sales, with the most dramatic impact, is the fact that those companies that continue to …

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