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Author Archives: Sue Barrett

What does Selling Better mean for customers and shareholder return?

People want the Australian Banking Royal Commission

I have to start with the bad news on this topic. Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission? Possibly not. Are any of us surprised as to the extent of the unethical and illegal behaviours documented and admissions made by senior management into the systemic corruption […]

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What does Selling Better mean to sales team’s retention rates?

selling-better-manifesto-launch-page

What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show the average staff turnover can be anything around 25-50% per annum, or more in some cases.  Some call centres experience turnover rates of over 70% […]

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Should clients pay for tender and RFP submissions?

no-rfp

In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information). The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers […]

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The Optimistic Sales Professional

optimism

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical […]

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Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

end-short-termism

‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is usually attributed to the master strategist and politician, Winston Churchill. Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive […]

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The Power of Optimism and Opportunity for Sales & Business

pessimist-optimist

Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom, from climate change to cyberterrorism. The relentless pace can make you want to curl up in a corner, wary of what might come next. Or […]

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Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

BarrettSalesTrends2018-logo-Sales-Trend-3-Human-Centred-Selling-designing-Empathetic-Customer-Centric-Cultures

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling. Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”. In this hyper connected world it’s easy to gain access to […]

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Are your sales conferences pumping or slumping?

*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations […]

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Salespeople beware tire kickers, IP thieves & time wasters

tire-kicker-international-pty-ltd

Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses. So it only makes sense that we want to be sure as salespeople that a real deal is […]

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Cringeworthy: how arrogance and ‘seniority’ destroy sales

arrogance-selfish-wordle

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the […]

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