Category Archives: Complex Selling & Transactional Selling

Metrics for Measuring Solution Selling

how to measure sales performance

How do we measure sales performance now? As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and […]

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Solution versus Product Selling

product-versus-solution-selling

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated […]

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Why engineers, technicians & scientists might make the best salespeople in the 21st Century

how to measure sales performance

It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the complexity of our world and the ever increasing need to make well informed decisions and manage risk before we […]

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Sales Trend 6 – The Sales Curator™

12-sales-trends-2016-trend-six-the-sales-curator

Sales Trend 6 from the Barrett 12 Sales Trends for 2016 Report is ‘The Sales Curator™’. A new sales capability is required in this information overloaded world. No longer are salespeople seen as the purveyors of information they once were in the 20th century, 21st century salespeople now need to be experts at sifting and […]

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How buying patterns have changed

how-buying-habits-have-changed

Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they […]

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20 years of improving sales teams & operations. What’s changed?

we-are-20-years-old

The 9th January 2015 marks 20 years in business for Barrett Consulting Group. Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales capabilities. Twenty years of helping salespeople and buyers have better, more mutually rewarding experiences, setting a fairer exchange of value. As I moved toward this […]

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The History of Sales Methodologies

Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t? Maybe you haven’t given much conscious thought to this subject but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more […]

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Customers are in control of the buying process

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control of the buying process”. It is good practice for salespeople to control the sales process. At least that is the conventional wisdom driving the way […]

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