Sales Trend 4 from the Barrett 12 Sales Trends Report for 2018 is about buyer behaviours and the future of sales roles. According to Gartner Research, by 2020 85% of…
What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show…
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…
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…
In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
How many people in your business are in contact with customers on a daily basis? How many of them would be presented with new business opportunities but wouldn’t know what…
A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all…
To attract new clients we need to create a positive buying experience for them. This usually involves a combination of marketing activities and a salesperson in the first instance. To…
What does being ‘Otherish’ mean? Adam Grant, in his bestselling book Give and Take, talks about the concept of “otherish” being the opposite of selfish and different from selflessness. “Otherish”…
New Article Email Notification