Category Archives: Education in Sales

Is your sales problem really a sales leadership problem?

Is-your-sales-problem-really-a-sales-leadership-problem

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on. Some of the most common questions we hear from sales managers, sales leaders and CEOs are:  ‘How do we get our sales people to sell […]

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Why I want to tell you what to do, but I won’t, even if I know better

Why-I-want-to-tell-you-what-to-do-but-I-will-not-even-if-I-know-better

We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do. “If only […]

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Why Sales is still the elephant in the room

The-Elephant-in-the-room

Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales? Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive […]

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How Retail Discount Advertising negatively impacts B2B Sales – Part II

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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount sales in the retail sector- the expectation of ‘better price’ is impacting B2B sales. We concluded that a more pragmatic approach is needed, based on […]

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The power of Sales Process Maps to deliver best sales practice

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Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow. In sales teams […]

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Sales Trend 2 – The Silent Majority

BarrettSlalesTrends2017-Trend2-The-Silent-Majority

Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite. There was a time when […]

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Selling Better Case Study: How to do it properly

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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 2015: 60 salespeople plus managers in a mid-tier speciality banking and finance company, Australia. 130% of sales budget year to date Sales pipeline confirmed business […]

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Getting prospects to talk to you

prospecting-attract-new-customers-for-your-busines

Do you take time to really think about why you are calling a prospect or a client?  Do you reflect on how effective you have been post the call? Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century

fast-talking-salesman-stereotype

If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the […]

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