In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
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We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices are…
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Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said 'Move swiftly to overcome resistance…'. In selling that is interpreted as closing when you get a buying signal.…
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The scale of change in the last 100 years is vast. We have gone from the horse to the space shuttle; from Morse code to smartphones. It has been pointed…
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If you were looking for things to settle down and a return to the good old days of selling in 2012 and beyond think again. We're never going back. It's…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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The term 'Sales Enablement' has emerged in recent times as a hot topic in the world of sales, however it can have as many interpretations as there are sales teams…
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The 8th August 2012 was a milestone for Professional Salespeople around Australia: until that day there had been no officially recognised benchmark for professional selling at tertiary level. Whereas Finance,…
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Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should selling be studied at degree level at University?…
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Have you ever asked your salespeople what your company's brand means? Chances are you will get different answers from different people - and chances are none of their answers will…
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