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Category Archives: Sales Culture

12 things we’ve learned so far about Selling Better in a 21st Century world

My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here is some of what we have learned: […]

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The 5 Dimensions for Sales Alignment, Harmony & Success

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As CEOs and sales leaders, we understand that there are many factors that make for a successful sales strategy, operating system and sales team in the competitive, complex, variable world of selling. Leading a sales team and operation is like bringing together an orchestra where there is a fine line between success and failure, being […]

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Sales Trend 6: Moving CX & HX – really it’s all about people now

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Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for some time. These terms are now referred to in shorthand as CX. Now a new term is emerging – HX, the Human Experience. What does […]

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Trust is the heartbeat of business, sales and society

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I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission with posts such as: The Flight to Ethical Selling – how the banks can avoid a royal commission What does […]

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What does Selling Better mean for customers and shareholder return?

I have to start with the bad news on this topic. Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission? Possibly not. Are any of us surprised as to the extent of the unethical and illegal behaviours documented and admissions made by senior management into the systemic corruption […]

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Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

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‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is attributed to Henry Kissinger. Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive Leaderships Teams, Sales Leaders and their […]

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The Power of Optimism and Opportunity for Sales & Business

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Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom, from climate change to cyberterrorism. The relentless pace can make you want to curl up in a corner, wary of what might come next. Or […]

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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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Forget NPS, it’s about NES (net easy score)

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Making ‘my life’ easy in this complex world is customer experience gold. However, everybody obsesses about their NPS – net promoter score. If you haven’t heard about NPS before, it’s a metric for assessing customer loyalty for a company’s brand, products or services. Many companies use NPS as part of their customer relationship management (CRM) […]

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