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AI is Everywhere, But Without Your People, It’s Going Nowhere

By / / AI & Data, Attitudes & Behaviours, CRM

In 30 seconds

In a C-suite meeting, AI’s promise is clouded by confusion. Your inbox overflows with AI pitches: chatbots, analytics, automation. Where to start? One client is learning the hard way, investing in AI only to face resistance. Past CRM failures (47-63% fail due to poor engagement) and ERP implementations (60% fail) show the cost of ignoring people. Don’t repeat these mistakes. Lead with people: assess team needs, build confidence with small AI wins, develop critical skills like strategic thinking, and foster safe experimentation. Measure human outcomes like satisfaction and growth to ensure AI empowers teams for lasting competitive …

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Trust Wins the Long Game: Why Game Theory Trumps Short-Term Tricks

By / / Attitudes & Behaviours, Ethics & Values, Negotiation, Value Based Selling

In 30 seconds

A national building supplies firm won a big account by slashing prices, only to lose it six months later to a pricier, more reliable competitor. In contrast, a tech-security BDM secured a $3M high-margin deal by listening, co-creating solutions, and building trust. Game theory proves cooperation outperforms deception: short-term wins erode trust, long-term partnerships drive success. The 2025 Edelman Trust Barometer shows 75% of people value enduring relationships over quick gains. The winning formula? Emotional intelligence to navigate relationships, ethical guardrails to assess moral engagement, and business savviness to align strategy with long-term goals. In business, the smartest play is also the most human one.

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Stop ‘Speaking Your Mind’. Start Winning

By / / Attitudes & Behaviours, Emotional Intelligence, Sales Skills, Sales Tips, Soft skills, Uncategorized

In 30 seconds

Blurting out whatever’s on your mind might feel good for five seconds, but it can kill a deal, a relationship, or your reputation just as quickly. In business, brutal honesty without strategy isn’t courage; it’s carelessness. Emotional Intelligence turns honesty into influence. Pause, reflect, and reframe with empathy. Ask questions to uncover the real concern. Choose words that open doors instead of slamming them shut. Listening builds trust and moves conversations forward. The goal isn’t to “be righteous” in the moment, it’s to achieve the outcome you want and others value. In high-stakes situations, EQ isn’t weakness. …

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Rebel Rebel Authenticity: Bowie’s Blueprint for Being Real in Business

By / / Attitudes & Behaviours, Collaboration, Communication, Emotional Intelligence, Leadership, Soft skills, Teamwork

In 30 seconds

Authenticity isn’t soft: it’s a bold act of leadership. David Bowie’s evolution, especially during his Berlin years, shows how stepping out from behind the mask unlocks trust, emotional intelligence, and real connection. In today’s fast, automated world, being human is your competitive edge. Like Bowie, I once hid behind work until I learned to lead with my values and full self. That shift transformed everything. At Barrett, we call this Selling Better. It’s not about performance; it’s about being real. Because the most powerful relationships in business are built on truth, presence, and the courage to be yourself.

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Humans-in-the-Loop: Selling Smarter with AI

By / / AI & Data, Sales Relationships, Sales Skills, Sales Tips

In 30 seconds

As AI reshapes sales, success hinges not on replacing people, but on partnering with machines. The “human-in-the-loop” model lets AI do the heavy lifting -analysing data, predicting behaviour, and automating tasks- while humans bring empathy, strategy, and ethical judgement. Like doctors interpreting AI-generated diagnostics, sales professionals must translate insights into value-driven conversations. You decide which leads matter, tell the story behind the data, and build trust that machines can’t replicate. In a world of rising automation and risk, human connection is your competitive edge. With AI at your side, not in your place, you drive better decisions, …

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Why Leader-Led Learning Works: Lessons from a Standout Client

By / / Coaching, Sales Coaching, Sales Culture, Sales Leadership

In 30 seconds

In over 30 years of experience, we’ve seen that real cultural change comes when leaders take ownership and drive learning from the top. One standout client, a financial services organisation, is showing how leader-led learning builds confident, collaborative teams who take ownership of their growth. Through a structured program of ongoing sessions – in-person and remote, leaders coach people in 1on1 and team sessions, reinforcing good habits, and creating space for self-reflection and self-correction. The result is visible: a shift in mindset, behaviour, capability uplift, improved results and culture. This client had set the benchmark for how to …

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Why Your Reputation IS Other People’s Business AND How Not To Care

By / / Attitudes & Behaviours, Brand & Reputation, Emotional Intelligence, Life Skills

In 30 seconds

Reese Witherspoon’s call to ignore others’ opinions promises freedom, but in business, reputation, shaped by what’s said when you leave the room, drives success. Harvard Business Review (2023) notes 70% of hiring decisions hinge on perception, underscoring our need to engage proactively. Yet, total detachment risks isolation. Emotional intelligence (EQ) bridges this gap: self-regulation and empathy foster trust while preserving identity. As an HSP, I use “caring detachment” to connect, collaborate, and lead, owning my emotions despite people-pleasing tendencies. It’s messy but manageable with reflection and boundaries. How do you balance freedom and reputation? Share your insights.

In 2 …

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Your Clients Don’t Want Your Product (And Why That’s Great News)

By / / Customer-centric, Features, Sales Tips, Solution Selling, Value Based Selling

In 30 seconds

Nobody wants a mortgage: they want a home. Nobody wants insurance: they want peace of mind. This truth applies to almost every product: clients don’t want what you sell, they want what it does for them. Yet many salespeople stay fixated on features, forgetting the problem their product solves. Great salespeople shift focus to the client’s desired outcome. Fall in love with their problems, translate features into clear benefits, and ask discovery questions about their world, not your product. By selling outcomes instead of specs, you stop pushing and start helping. And the more you help, the more you’ll sell.

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NetPromoterScore-vs-NetEasyScore

NES Outshines NPS: The Key to Customer Loyalty in 2025

By / / Communication, Customer experience, Customer Service

In 30 seconds

The Net Easy Score (NES) has stepped out of the Net Promoter Score’s (NPS) shadow, becoming the key to customer loyalty in 2025. NES measures how easy it is to resolve issues or complete tasks, using a 7-point scale. Unlike NPS’s loyalty focus, NES targets friction reduction, which a 2024 HBR study says drives loyalty 2.4 times more than delight. Companies like MECCA (83% NES) and Bendigo Bank (79% NES) excel by simplifying processes. In 2025, NES is the mindset for lasting customer relationships.

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Rebel Rebel Resilience: Bowie’s Blueprint for Thriving Under Pressure

By / / Attitudes & Behaviours, Emotional Intelligence, Life Skills, Resilience

In 30 seconds

David Bowie’s fearless reinvention inspires sales leaders and teams to thrive under pressure. Betrayed by manager Tony Defries and stuck in a post-Let’s Dance slump, Bowie pivoted with Tin Machine, embracing authenticity. His mantra, “throw away your best work to move forward,” fuels resilience. Drawing from Antifragile, GRIT, and Learned Optimism, reframe pressure as opportunity, align with purpose, and build loyal tribes. Choose progress over paralysis, dance through chaos like Bowie’s Diamond Dogs tour, and turn setbacks into wins. Be a rebel, let resilience be your anthem and make every challenge your stage.

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