It’s HOW you think, not WHAT you think

By / / Attitudes & Behaviours, Coaching, Neuroscience, Neuroscience in Sales, Sales Coaching

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 salespeople who think for themselves about possibility, finding new opportunities, looking at different ways to address problems that are still effective, if not more profitable than the current ways, etc.?

We cannot deny that we live in a complex world where outputs are often unpredictable. I hear sales leaders crying out for ‘smart intelligent’ salespeople.  And I know customers want to engage with …

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Hidden sales coaching moments

By / / Coaching, Education in Sales, Performance Management, Sales Coaching, Uncategorized

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 at between 80-95%, as compared to 13% with no follow up coaching.  Coaching helps improve sales performance by around 20% when compared to a non coaching environment. Yet, many sales managers maintain they don’t have the time to perform coaching, the most important of all sales leadership tasks.  Go figure! One …

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Customer Experience Management (CX) will replace CRMs

By / / CRM, Social Media

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 it’s no longer good enough to simply satisfy customers. Successful organisations are those that delight their customers. That means that companies are going to migrate from merely managing relationships to understanding their customers’ entire experience with the organisation. In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are …

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The History of Sales Methodologies

By / / Business Acumen, Complex Selling & Transactional Selling, Education in Sales, Sales Culture, Sales Excellence Acadamy, Sales Research

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 but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more effective and successful it’s critical that you know what sales methodology will work best for you and your customers.

Unfortunately, the business world has been littered with more dubious sales methodologies than there are effective ones. Our business, at Barrett, is to …

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What’s your Elevator pitch?

By / / Attitudes & Behaviours, Communication, Success

“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 you go answering the question?

You may have nailed it in a clear succinct sentence or like many people you may have stumbled, paused, gather your thoughts and then launched into a jumbled monologue about what you do and how you do it that ended up either boring your questioner or losing them in the details.

Sound familiar?

Many people find it difficult to articulate what they do in a simple easy to understand statement …

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Are you capitalising on your Prime Selling Time?

By / / Attitudes & Behaviours, Prospecting, Sales Skills

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 each day and when they need to do these key activities. They make sure they make time for the important stuff and they hardly ever miss a beat. They know there is no excuse for not making prospecting calls or forgetting to do research.  There is no excuse for not getting proposals in on time or not scheduling client meetings in an organized fashion or forgetting to follow up when …

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Why the Web is making salespeople more, not less important

By / / Attitudes & Behaviours, Sales Driven Organisations

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 of each trend. This month we are focusing on the Sales Trend “Instant Access to Solutions”. The media is guilty of creating the propaganda around the demise of selling – propaganda that is not true. Too often a headline reports that buyers are turning to the Internet to do their shopping, leaving salespeople and companies out of …

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Writing, brain research and being a better salesperson

By / / Attitudes & Behaviours, Brain Science, Neuroscience in Sales

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 facts she found on brain science thanks to Benjamin Starr. As highlighted in a previous post, Take Note, we emphasized the importance of taking notes in client meetings and why it is so important to our success as sales people. Now we have some brain science facts to back it up.  Here’s what Rebecca found and why we, as …

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7 differences between Sales and Marketing

By / / Business Acumen, Collaboration, Education in Sales, Marketing

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 our businesses. For too long, there have been unfruitful turf wars between sales and marketing teams. For too long, too many people have been fooled into believing that ‘sales’ lives under marketing’s mandate. And for too long, too many people have been calling ‘selling’ marketing which it is not.

We need to redress these issues once and for all and properly define

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Why addressing Risk is 3 times more important than the benefits

By / / Attitudes & Behaviours, Business Acumen, Education in Sales, Neuroscience in Sales, Sales Psychology, Sales Skills

Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales for years. Think of all the time, effort and money that goes into meetings, brainstorming sessions, designing and creating glossy brochures and marketing materials (hard copy and virtual) to define and promote the benefits of what we do and offer. …

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