Category Archives: Sales Culture

What you need to drive your sales strategy

rush-hour-driving-your-sales-strategy

The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed by non-sales driven executives tend to be little more than tactical ways to support the marketing drive, brand equity, corporate philosophy and/or the value/volume targets. […]

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Are sales teams driven by greed and desperation dying out?

person-facing-greed

The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for his telephone sales team. We had been referred to this sales director by the managing director of the same company. After a brief introduction and […]

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Lessons from Introverts on how to be better salespeople

Silent-Thoughtful-Sales-Power-Introverts

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical thinking, problem solving, their deep knowledge base, among other things. I also referred briefly to the traits of introverts, ambiverts and extroverts. As mentioned it […]

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Sales Trend 5 – The Way We Sell Around Here

12-sales-trends-2016-trend-five

Sales Trend 5 from the Barrett 12 Sales Trends for 2016 Report is ‘The way we sell around here’. The Sales Dream – A low cost, high performing sales force that delivers more sales at better margins to increasingly loyal customers. Sounds like some utopian vision. Not necessarily. This sales trend highlights the best practices […]

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The power of language and intent in Sales & Coaching

power-of-language-an-intend

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is […]

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‘How we sell around here’ equals sales success

Folders with the label Regulations and Guidelines

Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople regardless of their experience would be introduced to the business’ sales plan, target markets and customer segments, the product range, the current sales processes, tools […]

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Lessons for Sales from ‘Good to Great’

Good - Better - Best

Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes good salespeople great?” At Barrett we work with sales managers and salespeople every day, and recently asked that question of a number of people in […]

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Warren Buffett’s wisdom and effective sales team

Berkshire Hathaway Inc. CEO Warren Buffett Interview

How can we build effective sales teams for the short and long term? This is the perennial question that has been asked by sales managers and business leaders for years. The simple answer is bit by bit, over time by investing wisely in the right things. Warren Buffett knows a thing or two about investing […]

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12 Sales Trends Reports for 2015 – Transparency and The Middle Path – The Summary

barrett-12-sales-trends-2015-summary

The theme for Barrett’s Sales Trends for 2015 is ‘Transparency and the Middle Path’. This theme stems from the idea of everything in moderation and a new openness whether by choice or not. Over the years, salespeople and organisations have often focused solely on a single idea, shifting from one to the other as strategies […]

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Sales Trend 8 – A Radical Shift in the Sales Mindset

new-mindset-new-result

This sales trend is all about the radical shift in the sales mindset that currently is underway in organisations as prophesised by The Cluetrain Manifesto 15 years ago. A slow burn, we acknowledge, but with consumers in such a powerful position, product no longer the centre piece of the sale, and value being more important […]

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