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Category Archives: Collaboration

Sales Trend 12 – The Enlightened Sales Person

As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging in our midst. Not common by any stretch of the imagination, but appearing in businesses slowly but surely. Smart companies are becoming aware that they […]

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Why the world of Selling is changing forever

Hanging on the old Product Selling paradigm is precisely the way to go out of business in the 21th Century.You can see it happening as organisations everywhere undergo breathtaking changes. Their products are changing. Their markets are changing. Their customers are changing. Their leadership management philosophies are changing. Their values are changing. Their focus is […]

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How Selling can be an act of Kindness

Since I started Barrett in January 1995, I have met thousands and thousands of salespeople and sales leaders and whilst I can tell you many stories about these encounters the one thing I can say is that the motivation driving the vast majority of these sales and service people, and sales leaders is the desire […]

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Coming full circle & the ripple effect of doing good

Have you ever wondered what the ripple effect of your actions has on other people, things and systems way down the line or beyond your immediate world? Often in sales we are very focused on the person in front of us; the immediate client, the immediate transaction or result. In business we often focus on […]

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7 differences between Sales and Marketing

If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in our businesses. For too long, there have been unfruitful turf wars between sales and marketing teams. For too long, too many people have been fooled […]

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Never ask a customer what they want

Do not ask customers what they want when it comes to creating and introducing new technology and innovations. Why? Because according to leading voice on innovation, Scott Anthony, MD of Innosight Asia Pacific, ‘customers lie all the time… not intentionally of course, but because they cannot tell you what they want in terms of new […]

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Seeing with New Eyes

the word clarity viewd from a glass

Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me to dream and explore the world. In times of unprecedented change we can be forgiven for feeling scared or worried. We can find ourselves looking […]

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From Mass Marketing to Markets of One

”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and segmentation is well and truly taking over from Mass Marketing society’s staple way of communicating with buyers for over 50 years. So what will this […]

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Why selling is now a team sport

Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and ‘your call is important to us’ busy signals, customers have taken the lead and are way ahead of us when it comes to having sales and marketing dialogues. Far more informed and sophisticated, […]

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What are the benefits of a CRM system in your business?

First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was a manual card system kept by a sales person that usually sat on the sales person’s desk or alongside them in the car. These client […]

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