Author Archives: Sue Barrett

2016 Sales Trend 11 – The Renaissance Sales Manager

Sales Trend 11 for our 12 Sales Trends Report for 2016 is The Renaissance Sales Manager. The logic follows that senior executives determine the Grand Strategy for the entire business, divisional executives determine what strategy they need for the segments they service so as to make the grand strategy work, and then sales managers need […]

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What is Social Selling? And does it work?


Social selling is not a new phenomenon as many might think. Social Selling has been around for many years in various forms and is the process of developing one-on-one relationships as part of the sales process. Today, this often takes place via digital social networks such as LinkedIn, Twitter, Facebook, and Instagram; however, it can […]

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Why we need Progressive Approximation to design an effective sales strategy


In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many variables, default to single moments of truth, black and white solutions, and the promise of the ‘right’ answer in an attempt to solve the challenges […]

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What you need to drive your sales strategy


The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed by non-sales driven executives tend to be little more than tactical ways to support the marketing drive, brand equity, corporate philosophy and/or the value/volume targets. […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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Sales Trend 9 – Marketing technology for better sales results

Guest co-author: David Hubbard CEO, Founder and Revenue Growth Expert for Marketing Outfield, New York, USA Sales Trend 9 from our  12 Sales Trends Report for 2016 is about using Marketing technology for better sales results. Sales and Marketing Technology – Which Trends Should You Pay Attention To? No wonder we are confused. The number […]

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Are sales teams driven by greed and desperation dying out?

The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for his telephone sales team. We had been referred to this sales director by the managing director of the same company. After a brief introduction and […]

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2016 Sales Trend 8, Streamlining CRM


Sales Trend 8 from our  12 Sales Trends Report for 2016 is ‘Streaming CRM’. Many companies have invested in feature rich sales technologies only to find the functionalities are not being fully utilised or used at all by their sales teams. In many instances, these technologies are either overly complicated requiring excessive administration by sales […]

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Why commission selling in financial services should be banned

calculator commision based selling

Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry. The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe you?’, offers one of the worst examples of unethical sales behaviour and bad sales commissions plans I have ever heard of. If the reports by […]

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Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century


If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the […]

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