I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
Read More
What type of salespeople do you want on your team? What type of salesperson do you want to be? Do you want salespeople who do as they are told or…
Read More
The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training…
Read More
More products and services are becoming commoditised. Price differentiation is less of a sustainable advantage. Smarter buyers demand a faster response and expect greater value. In this kind of market…
Read More
Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject…
Read More
“So what do you do?” How many times have you been asked that question? At a networking function, a business event, at a BBQ, in the elevator, anywhere? How did…
Read More
If you watch successful sales people go about their daily business activities you will notice that they lead a very disciplined life – they know what they need to do…
Read More
Contrary to what the pundits say, the Web is making salespeople more, not less important. In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary…
Read More
How does the act of writing affect your brain?* This is an interesting question that Rebecca Accadia, Barrett’s resident Organisational Psychologist, posed to us when she presented some research and…
Read More
If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in…
Read More
New Article Email Notification