Author Archives: Sue Barrett

Hone your targeting skills to win more sales


Investing quality time with prospects delivers better margins and displaces your competitors. One of the time-tested methods for surviving a tough or slow economy is to home in on prospects who match the profile of your most successful customers. This may sound like Sales 101 but it’s worth your attention right now because when times […]

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The rise of networking events – the traps & opportunities


Networks of well-connected people are critical in business and societies. Cultivating a network of trusted and reliable colleagues, peers, friends and associates is key to a healthy society. Strong, resilient and trusted relationships need to be found, formed and forged over time. The likes of LinkedIn, Facebook and other digital platforms have made it much […]

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Sales Trend 9 – Learning Agility


Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients. Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients […]

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‘How to manage and help salesmen’ – valuable lessons from 1960


You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. I was given this book by my […]

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No Pain, No Change = No Sale


Recently I wrote about wanting to tell clients what to do and why we couldn’t even if we know better. The premise was that what may seem so obvious to us may not be obvious to the client or on their agenda at all. Why? Simply put, if the client or prospect does not perceive […]

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Is your sales problem really a sales leadership problem?


Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on. Some of the most common questions we hear from sales managers, sales leaders and CEOs are:  ‘How do we get our sales people to sell […]

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Rethinking our economy… How do we sell in a Circular Economy with Doughnut Economics?

achieving doughnut economics

Go out on a limb It’s hard not to notice that we all have quite a bit on our agendas; lots of things competing for our time and attention; too many things that are likely to leave us feeling overwhelmed, overloaded and often confused. People are asking lots of questions, e.g.:  Which way to turn? […]

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Why I want to tell you what to do, but I won’t, even if I know better


We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do. “If only […]

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It’s all about Opportunity: A future – disrupted & reimagined

On December 4 (Melbourne) and 6 (Sydney) 2017, Barrett will be attending The Future: Disrupted and Reimagined event featuring Malcolm Gladwell, author of five New York Times bestsellers — The Tipping Point, Blink, Outliers, What the Dog Saw, and David and Goliath: Underdogs, Misfits and the Art of Battling Giants, and Steven Levitt, economist and […]

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2017 Sales Trend 7 – Sell and Deliver Value or Commoditise


With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations: Run a business that sells […]

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