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Selling in the Age of AI: Adapting to the Transformation of Procurement & B2B Sales

By / / AI & Data, Procurement, Value Based Selling

In 45 seconds

AI is transforming B2B sales by taking over routine, transactional decisions, acting as a data-driven gatekeeper for purchasing. For simple purchases, AI analyses options, predicts outcomes, and streamlines processes, reducing human involvement. However, in complex sales—like implementing supply chain solutions or sustainability initiatives—human expertise remains essential. Sellers must adapt by optimising product data for AI evaluation while leveraging uniquely human skills, such as trust-building, stakeholder alignment, and creative problem-solving. And most of all align AI provided analysis with these human factors and convey a conclusive/unamibiguous/compelling message (I’m thinking here about the fusion of AI skills and human skills, …

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Integrity in an Age of Shamelessness: A guide for leaders, young & old

By / / Ethics & Values, Leadership

In 45 seconds

Leadership is facing a crisis. Charisma is mistaken for competence, and shamelessness* is rewarded over integrity. This article unpacks the dangers of shameless leadership—where moral disengagement, exploitation, and division thrive—and offers a blueprint for ethical leadership that prioritises accountability, empathy, and trust.

Drawing on insights from Dr. Tomas Chamorro-Premuzic and Albert Bandura, we explore how society’s preference for confidence over competence allows unqualified, self-serving individuals to rise to power. True leadership, however, requires humility, responsibility, and purpose. By understanding the difference between healthy and toxic shame, leaders can foster cultures of trust rather than coercion.

For the next generation of …

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The Power of Micro Moments of Humanity: Small Acts, Big Connections

By / / Attitudes & Behaviours, Brain Science, Communication, Life Skills

In 30 seconds

In a fast-paced, disconnected world, small interactions, what I have termed—micro moments of humanity—can transform how we connect with others. These fleeting exchanges, like a shared smile, a thoughtful question, or genuine attentiveness, help us see, hear, and value the people around us. They foster trust, empathy, and a sense of belonging, reminding us of our shared humanity.

Micro moments are about mindful presence and gentle curiosity. Asking meaningful questions like “What’s something that made you smile today?” opens space for authentic connection. These small acts not only make others feel seen but also enhance our well-being by releasing …

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2025 Summer Reading & Podcast List

By / / Emotional Intelligence, Leadership, Life Skills, Sales Leadership, Sales Research, Sales Strategy

Just as the Australian summer holiday season is wrapping up and children are going back to school, many are turning their minds to the year ahead. 2024 had a lot of ups and downs, so in preparation for 2025, we’ve prepared a selection of some of our most popular articles and podcasts plus a video that will help you navigate your way forward with more clarity, confidence, and courage.

A Selection of Articles

Navigating the Brave New World of Sales

Sue Barrett and Alex Fein (Researcher, RedBridge) unpack the major shifts transforming the sales and business landscape. From navigating political volatility and …

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building-rapport

Have We Lost the Ability to Build Rapport?

By / / Attitudes & Behaviours, Brain Science, Communication, Sales Skills

In 30 seconds

In a world dominated by social media and hustle culture, the art of building rapport—a vital human skill—feels increasingly lost. Rapport fosters trust and connection, yet today, interactions often feel superficial, transactional, and lonely. Biologically, our brains are wired for connection through mechanisms like mirror neurons and oxytocin, but these are disrupted by online performances and self-promotion. Oversharing and invasive behaviour further erode trust, while dangerous personalities like social narcissists exploit others under the guise of charm. Reclaiming rapport requires authenticity, empathy, and listening with intent

In 2 minutes

Rapport is a vital part of human interaction, the glue that …

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A Journey of 30 Years: Taking the Road Less Travelled with Humanity at the Core

By / / Business Growth, Everybody Lives By Selling Something, Leadership, Sales Pioneer

In 45 seconds

In 1995, with just $3,000, I set out to transform sales from soulless transactions to human-centred connections based on trust and shared value. Thirty years on, this philosophy has not only endured but become a cornerstone for navigating today’s complex business world.

The journey has been extraordinary, built on key lessons: humanity always wins, systems bring clarity, purpose drives progress, collaboration fosters change, and human-centred practices break down silos. Barrett’s Sales Operating System exemplifies this, turning chaotic sales processes into scalable success.

Inspired by David Bowie’s courage to embrace change, I’ve made it my mission to empower businesses and people …

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2025: Top 10 Action Plan for Leaders, Teams & Capability Builders

By / / Blog, Business Growth, Human-centred, Hybrid Selling, Leadership, Learning and Development, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Results, Selling Better, Success

In 20 seconds

As we step into 2025, it’s clear that the fundamentals of trust, empathy, and delivering value remain timeless. However, the tools, methods, and contexts in which we operate are changing rapidly. Success lies in balancing these enduring principles with a willingness to adapt, innovate, and lead with clarity, commitment, and courage.

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Navigating the Brave New World of Sales

Navigating the Brave New World of Sales

By / / Attitudes & Behaviours, Blog, Business Growth, Human-centred, Hybrid Selling, Innovation, Leadership, Opportunity, Remote selling, Sales Trends

In 45 seconds

Key Insights from the Barrett Event (28/11/24) with Alex Fein, RedBridge and Sue Barrett, Barrett:

Erosion of Trust:

  • Alex Fein discussed growing public scepticism toward institutions, media, and corporations, driven by a disconnect between personal expectations and failing public systems
  • Businesses need empathy and qualitative insights to understand and address these sentiments effectively

AI in Business:

  • Caution against over-reliance on AI; it enhances operations but cannot replace human connection
  • Leaders should use AI selectively to complement human-centred practices

Building Trust:

  • Sue Barrett emphasised long-term value creation over short-term wins
  • Businesses should focus on solving real problems to foster trust and deliver meaningful value

Modern Sales Practices:

  • Hybrid selling is …

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Trend 12 – Talking AND Walking Integrity

By / / About Us, Attitudes & Behaviours, Barrett Company, Barrett Team, Blog, Case Studies, Ethics & Values, Leadership, Sales Trends, Sustainability and Environment, Testimonials

This is Trend 12 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

Trend 12 highlights the vital fusion of rhetoric and action in upholding integrity in businesses. Beyond verbal claims, companies must incorporate integrity into their culture, led by authentic, transparent, and accountable leadership. Key attributes include authenticity, transparency, accountability, ethical decision-making, and employee empowerment. Leaders with integrity build trust, loyalty, and long-term success. The consequences of compromising integrity can include loss of credibility, decreased morale, legal issues, and financial repercussions. Rebuilding trust is possible …

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social selling

How Prepared Are B2B Sales Teams for Social Selling?

By / / Blog, Brand & Reputation, Business Growth, Networking, Sales Results, Sales Skills, Selling Better, Social Media, Social Sales, Soft skills

In 30 seconds

B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value and complex sales, but it must now complement the digitally driven strategies of social selling. The future of sales lies in blending the relationship-building power of social selling with the personal touch of phone calls, creating a seamless approach that adapts to the needs of modern prospects. By doing so, sales teams can work smarter, not harder, to achieve lasting success.

In 2 minutes

Social Selling—the process of using social media platforms to …

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