Category Archives: Brand & Reputation

Women in Sales Leadership – Visions of Success

women-in-sales-leadership-summit

On 19-20 April I had the privilege of chairing the 2-day conference: Women in Sales Leadership – Visions of Success in Sydney where we had over 100 women and 4 men attend. The attendees were given the opportunity to hear from and interact with 16 of Australia’s leading female sales leaders and three male sales […]

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Are customer surveys useless?

are customer surveys useless

There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all of their customer interactions in an attempt to cut costs and yet still give the appearance of caring? In other words, what bad business decision-making […]

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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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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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How to create a positive buying experience

To attract new clients we need to create a positive buying experience for them. This usually involves a combination of marketing activities and a salesperson in the first instance. To retain clients we need to create another positive buying experience for them, and another and another, and another. This usually involves more than just the […]

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The 7 differences between Selling, Marketing & Networking

same-same-but-different-750x280

As I have stated before I am a stickler for using correct definitions when describing concepts and their elements. In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No […]

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Sales Trend 9 – Back to the Village

Barrett’s Sales Trend 9 for 2015 is ‘Back to the village’. As globalisation became more and more prominent, Australian consumers in turn, became excited about being able to purchase items from all over the world. Suddenly they were exposed to a wider variety and range of products than ever before, and could boast about owning […]

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If you’re not selling, you’re supporting someone who is

Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at best and downright cynical and mad at worst. No business is perfect that’s for sure; however, if the intention of the business and its people […]

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Make promises you can keep & keep the promises you make

business-people-shaking-hands

You may have noticed in recent times that many companies, especially larger organisations, are focusing their marketing and advertising efforts on trying to portray themselves as caring and empathic to whatever cause they think is important to us; the ‘we understand you and what you are going through’ approach; trying to talk to us in […]

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What are you really paying for? Hours or Experience

Price is not based on cost

Here is a statement a friend of mine posted in LinkedIn recently, “You’re not necessarily paying for my hours. You’re paying for my years of experience. Invest in quality because quick and cheap can be costly in the long run”. It reminds me of the story of a businessman, his prestige car which, as a […]

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