Category Archives: 12 Sales Trends Pages Category

How Sales and Marketing can excel in a world in flux

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In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue. Who’s in flux? The Buyer. They have dramatically changed how they identify, evaluate and purchase solutions over the past 10 years, and they continue to evolve. […]

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Sales Trend 4: Buyer Behaviours, AI & the Future of Sales Roles

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Sales Trend 4 from the Barrett 12 Sales Trends Report for 2018 is about buyer behaviours and the future of sales roles. According to Gartner Research, by 2020 85% of interactions between businesses will be executed without human interaction. [i] Automation has already diminished the number of people required for blue collar manufacturing roles; however, […]

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

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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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Sales Trend 2 – The case for long-term focus

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Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform […]

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Sales Trend 1 – The Selling Better Manifesto

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Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it. We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business. […]

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12 Sales Trends for 2018

The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the […]

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12 Sales Trends for 2018 – Welcome to the State of Flux

The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the […]

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Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process

Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights. It was 1999 when De Vincentis and Rackham (of SPIN Selling fame) wrote ‘Rethinking the Sales Force’, a book describing how the rise and rise of procurement challenged sales professionals about […]

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Sales Trend 10 for 2017 – Personal Branding – The Foundation of Social Selling

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Sales Trend 10 from Barrett’s 12 Sales trends Report for 2017 is about the relation between personal branding and social selling. It is an interesting fact that the ‘extraordinary’ of yesterday becomes the ‘ordinary’ of today. Have you noticed that the most extraordinary salespeople of 5 years ago are often the ordinary salespeople today—or gone. […]

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Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

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Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more. With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions. What has changed? Buyers are no longer calling the […]

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