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Category Archives: Collaboration

Why a Fair Exchange of Value goes beyond exchanging money for goods

Fair exchange of value

At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we […]

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Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why […]

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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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The alarming findings about the Peter Principle & Sales Managers

Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity to fulfil that role in a competent manner? Chances are your answer is ‘yes’. This is a common occurrence in many organisations where people are […]

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

BarrettSalesTrends2018-logo-Sales-Trend-3-Human-Centred-Selling-designing-Empathetic-Customer-Centric-Cultures

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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Are your sales conferences pumping or slumping?

*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations […]

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Cringeworthy: how arrogance and ‘seniority’ destroy sales

arrogance-selfish-wordle

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the […]

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

BarrettSlalesTrends2017-Trend8-Extraordinary-Sales-Organisations-Achieve-More

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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Driving Sales with Marketing Automation – Part III of III

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5 things to be wary of when implementing marketing automation in your business Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ […]

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Driving Sales with Marketing Automation – Part II of III

marketing-automation-part2of3

5 ways to implement marketing automation in your business Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles. Sue states that delivering […]

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