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Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why

By / / AI & Data, Business Growth, Call Reluctance, Hybrid Selling, Prospecting, Social Media, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Younger B2B buyers are ghosting phone calls during research phases. Research shows 71 per cent of decision-makers under 40 favour email and text for initial contact, with cold-call responses plummeting to 2-5 per cent. They are not avoiding conversation; they are controlling when it happens.

The Shift: From interruption-based prospecting to signal-based engagement. Digital channels handle education and qualification, while human expertise drives complex problem-solving and collaboration. The future belongs to those mastering Human-AI partnership: AI identifies readiness while humans deliver the strategic insight that complex sales demand.

The Solution: Build digital proximity first, then engage proactively when signals show readiness. Complex sales still require deep human collaboration, but only after you have earned the right to that conversation through relevant, value-first touchpoints.

Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why Read Post »

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Join Our Webinar: Beyond the Hype – Mastering AI for Real-World Business Success

By / / AI & Data

Join Our Webinar: Register Here

As Barrett Consulting celebrates 30 years of pioneering change and helping people engage, communicate, collaborate, and sell better, AI represents the biggest transformation we’ve seen yet. We want to be your pioneering tour guides onto the next phase of  Business and AI.

Beyond the Hype: Mastering AI for Real-World Business Success

Date: Thursday, 27 November 2025
Time: 1:00 PM – 2:30 PM AEDT
Format: Live webinar with Q&A session

This webinar is not about AI technology. It’s about how humans can harness AI safely, ethically, and effectively.

You’ll discover:
✓ Who the big players in AI are and what …

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Rebel Rebel Modern Love: Building Customer Loyalty Through Empathy & Trust

By / / Collaboration, Customer experience, Emotional Intelligence, Entrepreneurship, Soft skills

In 30 seconds

Key Takeaways:

The Problem: Automation is eroding human connection. Research shows 68% of customers leave because they feel companies don’t care, not due to product issues or price.

The Shift: From customer acquisition to community cultivation, Bowie built a tribe through BowieNet’s 18-year run (1998-2016), creating deep relationships before “community” became a buzzword. The future belongs to those mastering Human-AI Partnership: AI handles mechanics while humans deepen emotional intelligence and trust.

The Solution: Embed empathy in every interaction through active listening, understanding emotional drivers, and aligning solutions with values. Build advisory relationships prioritising long-term trust over transactions. Leaders must model team empathy, creating psychologically safe spaces where connection flourishes.

Rebel Rebel Modern Love: Building Customer Loyalty Through Empathy & Trust Read Post »

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The AI Wild West: Why Most Teams Are Only Dabbling (& How To Fix That)

By / / AI & Data, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Most B2B teams are dabbling with AI but lack confidence in using it effectively. Without clear government regulation, businesses need practical frameworks for ethical, safe AI adoption.

The Shift: AI has made transactional selling obsolete. The future is a Human-AI Partnership: AI handles foundational tasks (Organising, Researching, Planning) while humans focus on Value-Based Selling and genuine human collaboration and engagement that builds trust and uncovers genuine needs and solutions that forge viable healthy partnerships.

The Solution: Success requires upskilling teams in effective AI use across four key areas (Organising, Communication, Researching, Planning) while establishing ethical guardrails …

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Your Sales ‘Tell’: The Unconscious Habit That’s Costing You Deals

By / / Sales Skills, Sales Tips

In 30 seconds

Sales professionals have unconscious “tells”—habits that instantly signal to prospects “I’m here to sell, not understand you.” Common tells include jumping to premature solutions, asking loaded questions designed to lead prospects toward your product, and selective listening that ignores most of what’s said to find an opening. These tells stem from prioritizing sales opportunities over customer problems. Eliminate them through self-awareness: record calls, review emails, seek honest feedback, and identify when you shift into “pitch mode.” The solution is genuine curiosity. When you’re truly focused on understanding a client’s world rather than waiting for your cue, your tells …

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Selling Better: Aiming for Better, Not Perfect

By / / Business Growth, Sales Coaching, Sales Essentials, Sales Leadership

In 30 seconds

Thirty years ago, we chose selling better over selling more. The philosophy? Adaptation, evolution, and progress. Think of a sailboat captain constantly adjusting sails to changing winds. That’s human-centred selling. Your clients aren’t machines, they interpret messages through emotions, context, and experience. What you intend isn’t always what’s received. Perfection doesn’t exist in human interaction. Instead, focus on continuous tuning. Read the signals. Adjust your approach. Learn and evolve. A stationary boat can’t be steered. Keep moving forward, adapting as you go. That’s selling better. That’s sustainable growth. That’s putting humanity back into business.

In 2 minutes

Why Approximation …

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The Competitive Advantage Hiding in Plain Sight

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Gender & Sales

In 30 seconds

What if your competitors are overlooking talent that delivers 8% higher quota attainment? Xactly’s research shows women hit 86% of targets versus men’s 78% yet represent only 19% of sales leaders. High-performing teams leverage complementary strengths. Organisations with greater diversity see 20% better client loyalty and innovation. The opportunity isn’t about choosing sides; it’s about fielding your strongest team. Championship teams need strong male allies who champion different approaches and model inclusive leadership. Sales is a team sport. Are you playing to win? Explore solutions at selllikeawoman.com.

In 2 minutes

Here’s a question for sales leaders: What if …

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The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won’t For Long)

By / / AI & Data, Attitudes & Behaviours, Complex Selling & Transactional Selling, Sales Coaching, Sales Culture, Value Based Selling

In 30 seconds

Digital platforms now dominate B2B transactions, with over 75% of buyers preferring self-service for simple purchases. Modern buyers conduct 90% of their research independently and seek strategic partners who understand their business goals, not transactional sellers offering discounts. Pockets of old-school selling persist – waste management reps, auto dealerships, trade suppliers- but survive only because transactions seem localised and simple. These transactional cultures focus on activity metrics over outcomes, use price as their only lever, and engage single contacts instead of buying groups. This approach is obsolete. Buyers are too informed and competing on price alone trains customers …

The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won’t For Long) Read Post »

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One Bad Apple: Why Your Team’s Weakest Link Matters More Than You Think

By / / Attitudes & Behaviours, Coaching, Leadership, Performance Management

In 30 seconds

Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even when everyone else is capable and motivated. Let’s face it, we’ve all had to remove some bad apples from our teams. The fear is real: losing their contribution, upsetting clients. But the relief is palpable when they have gone. Teams rally. Clients stay, often grateful for the change. Your ability to foster authentic human connection is your sustainable advantage. But you must actively protect it by …

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Rebel Rebel Sound & Vision: Picking Up Weak Signals Leading into the Future

By / / AI & Data, Complex Selling & Transactional Selling, Sales Essentials, Sales Market Segmentation, Sales Pioneer, Sales Strategy, Value Based Selling

In 30 seconds

“Tomorrow belongs to those who can hear it coming.” David Bowie

Bowie’s genius wasn’t just artistic, it was strategic. He launched BowieNet in 1998, pioneered music videos, and created Bowie Bonds by spotting weak signals others missed. In 1995, I spotted transactional selling dying, leading to Barrett’s foundation. In 2014, another signal revealed selling needed to become an operating system, not just sales activities. Now AI is fundamentally changing how we engage and sell. Like Bowie’s evolution from glam rock to electronica, successful adaptation requires reading signals early and acting boldly. The future belongs to those who hear it coming and have the courage to act on what they hear.

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