5 things you can do to improve your sales results now

By / / Attitudes & Behaviours, Sales Pipeline, Sales Results, Sales Tips, Success

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale involves many moving parts.

So what can we do to improve our sales results now? Here are 5 things you can do immediately to help you win more sales and keep the sales momentum going.

  • Build Your Sales Pipeline: you usually need 3-4 times your sales budget …

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    Sales Trend 9 – Procurement need to be solutions salespeople too

    By / / Procurement, Sales Trends

    The ninth Sales Trend for 2014 is ‘Procurement need to be solutions salespeople too’. The times are indeed changing with the function of Procurement becoming increasingly important as a conduit, an orchestrator if you will, of the co-creation of value with suppliers and internal stakeholders as well as right down the value chain to the end consumer and back again. No longer can procurement rest its case on ‘lowest cost’, ‘cheapest price’ or ‘supply of goods and services’; it must assume responsibility for the creation and delivery of real value beyond a price …

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    How to link your Business Strategy to Sales Strategy

    By / / Sales Strategy, Strategy, Uncategorized

    For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or too narrow, only focused on financial results. That makes them of little tangible value in the pragmatic world doing business. That being said Selling is often seen by management as the unit that gets the business in; a tactical function in the value chain at best.

    However, selling is much more complex than just getting in business. Selling is where the ‘rubber hits the road’; where the concept of micro-marketing and …

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    Sales Trend 7 – The Normalising of Social Media in Sales

    By / / Sales Trends, Social Media, Social Sales

    The seventh Sales Trend for 2014 is ‘The Normalising of Social Media in Sales’.

    This sales trend is seeing businesses really ramping up their use of social media and in very sophisticated ways. Rather than seeing social media as a tack on to the marketing budget, smart businesses are now creating their own social media departments which are actively working in concert with sales, marketing, and other departments to create real-time content that is engaging, relevant and interactive.

    Prospects and customers have never been closer to our businesses – they are just a click away. They can scrutinise us as much …

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    The 7 benefits of Online Sales Training

    By / / Education in Sales, Sales Essentials, Sales Management, Sales Skills, Sales Training, Self Development, Success

    Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you might like to include online sales training in your repertoire.

  • Cost Saving: It is no secret that classroom based training can be extremely costly. Not only is the cost of the training event usually high, we also have to consider travel expenses, accommodation, and most …

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    Sales Managers – the importance of making it personal

    By / / Attitudes & Behaviours, Coaching, Communication, Sales Management, Wellbeing

    We could be forgiven for thinking that everything about selling revolves around numbers, developing new opportunities, making sales and achieving results. Because that is what is usually written and spoken about at board room tables, sales meetings, and in manner of articles.

    The pursuit of finding securing opportunities is relentless.

    It is little wonder then that many salespeople find themselves feeling off colour or even distressed every now again, especially when times or markets are tougher than usual. It is hard enough to maintain your own momentum, let alone having a Sales Managers – the importance of making it personal Read Post »

    How to use Email and LinkedIn to prospect

    By / / Prospecting, Social Sales

    In our digital world it is becoming much easier and quicker to find and contact people we want to get in front of. Just think LinkedIn and how easy it is to research prospects by title, industry and company, or using Google to research industries by location, speciality, etc.

    There should be no excuse about not being able to find and contact prospects.

    So in keeping with the digital world, is it OK to use email or LinkedIn as your initial contact with prospects?

    Yes and No.

    It’s all in how you do it. …

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    How Selling can be an act of Kindness

    By / / Attitudes & Behaviours, Collaboration, Life Skills, Mindful selling, Sales Relationships

    Since I started Barrett in January 1995, I have met thousands and thousands of salespeople and sales leaders and whilst I can tell you many stories about these encounters the one thing I can say is that the motivation driving the vast majority of these sales and service people, and sales leaders is the desire to help people, their clients, be successful and do the right thing by them.

    Very few people that I have met want to harm or take undue advantage of others, even when pressed to meet targets …

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    Sales Trend 6 – Low Carbon Economy Sales Opportunities

    By / / Attitudes & Behaviours, Sales Trends, Sustainability & Environment

    The sixth Sales Trend for 2014 is ‘Low Carbon Economy Sales Opportunities’.

    Despite many governments lagging behind in terms of creating and endorsing low carbon policies and industries, forward thinking organisations are taking the lead on creating low / no carbon businesses and partnering with each other. And it’s not just big business, there is a growing number of SMEs (small to medium enterprises) driving change too.

    Rather than only focusing on the cost of creating a low carbon economy, this sales trend is seeing smart companies and communities looking and acting on at the abundance of opportunity within new and …

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    Do you have a Poverty or Prosperity Consciousness?

    By / / Attitudes & Behaviours, Success, Wellbeing

    Organisations of every size all have a collective personality that drives their thinking, behaviours and actions and can affect their performance for good or bad. These collective personalities may or may not align with an organisation’s publicly stated values and principles; they can change over time, and are usually defined, influenced and/or condoned by the senior leadership team.

    Much of an organisation’s success, or lack of it, is influenced by its corporate attitude. It attracts, hires, and reinforces the behaviours, values and attitudes that the leaders exhibit.

    Whilst these collective personalities are often …

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