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Category Archives: 12 Sales Trends Pages Category

Sales Trend 1: Selling in times of social mistrust

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Sales trend 1 from the Barrett 12 Sales Trends for 2019 tackles the issue of selling when trust in businesses and institutions is low. While there has never been a better time to be alive with access to wonderful resources and opportunities, amazing innovations, advances in technology and better healthcare, that can encourage the potential […]

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12 Sales Trends for 2019 – Trust me, I’m in sales

Trust is a vital element in our lives and, as such, it has been studied and debated for centuries. Trust is the belief that someone or something is honest and will not harm you, or that someone or something is safe and reliable. Trust is necessary to the ongoing wellbeing of societies including business. For […]

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Sales trend 12 – Sales Coaching, at the core of sales success

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The last sales trend of the Barrett 12 Sales Trends Report for 2018 is about sales coaching. In recent years, sales leadership coaching has continuously grown in acceptance by the managers involved in this task, as well as in its meaningful incorporation into the overall sales architecture of sales organisations. It has shifted from being […]

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Sales Trend 11 – Sales cycle taking longer (much longer)

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Sales Trend 11 from the Barrett 12 Sales Trends Report for 2018 explores the sales cycle and looks at the factors that are making it longer. In a B2B environment, the sales cycle is usually defined as the days/ weeks/ months that pass from the first time a salesperson makes contact with a lead to […]

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Sales Trend 10 – Storytelling, taking sales teams beyond features and benefits

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Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories through childhood and adulthood – they help us learn, develop and, above all, they entertain and inspire us. Brands today are increasingly incorporating storytelling into […]

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Sales Trend 9 – Personal Branding is a must have asset

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Key terms: social media, consistency, engagement, results Guest author: Josh Schmalenbach Sales Trend 9 from our 12 Sales Trends Report for 2018 is about social selling. As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a […]

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Sales Trend 6: Moving CX & HX – really it’s all about people now

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Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for some time. These terms are now referred to in shorthand as CX. Now a new term is emerging – HX, the Human Experience. What does […]

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Sales Leadership – the power of preparedness, curiosity and courage in times of flux

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Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not […]

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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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