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Category Archives: Opportunity

Want to find & own uncontested markets? Try Blue Ocean Strategy

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In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder. Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is […]

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Should clients pay for tender and RFP submissions?

no-rfp

In principle, and ideally in practice, yes they should. Why? Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information). The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers […]

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The Optimistic Sales Professional

optimism

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical […]

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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 1 – The Selling Better Manifesto

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Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it. We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business. […]

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Why you shouldn’t respond to every RFP and tender

no-rfp

Do you have clear criteria to assess the relevance and risk of every tender or RFP (request for proposal) that comes into your business? Do you know how much it will cost you in terms of your time, effort, people resources and money to respond to a tender or RFP? Do you know what the […]

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