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Category Archives: Attitudes & Behaviours

6 Tips on How to Sell Value and Reposition Price – Take 2


Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples: a business being asked by a prospect to ‘give us a better price because you are doing a few things with us’, a […]

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2019 Sales Trends Event  – Trust me, I’m in Sales


On 27 March 2019 we hosted our 7th Sales Trends Business Breakfast celebrating the 10th edition of the Barrett Annual 12 Sales Trends Report with Trust as our central theme.  Over 120 people attended the event, mostly business people but we also had the Year 11 International Baccalaureate Student Representatives of the Melbourne Montessori School […]

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It all starts with Opportunity


Life is all about opportunity. It’s about the choices we make on a daily basis. We are all presented with opportunities every day whether we see them or not. Some people are lucky enough to have opportunities served up to them on the platter of life not having to work very hard for them. And […]

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Someone has to sell, or you don’t have a business

Fear Of selling, ignorant of selling, required to sell

Someone has to do the selling or you don’t have a business. I have met many people over the years who have great ideas, skills, processes or inventions but hate the thought of selling.  They usually come from two camps: Camp 1: Those people who understand they have to sell in order to have a […]

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Sales Trend 3 – Trust me, I am in procurement


Guest author: Ben Shute, FCIPS , Chief Executive Officer Comprara & Purchasing Index Sales Trend 3 from looks at how trust influences procurement and how changes in the industry are affecting this relationship, see the Barrett 12 Sales Trends Report for 2019. What does it mean to trust someone? It certainly does not mean that […]

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Is Consumerism past its use-by-date?

Is Consumerism passed its use-by-date?

This is a very interesting, perplexing and vexing question which is now being discussed at all levels of society. This question is not only an economic and business question but, increasingly, a moral question challenging the very nature of how we make a living, how we make money and how we function as communities, economies […]

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Trust, financial institutions and the markets.

barrett_sales_trends_2019_Trend_2_Trust_ financial_institutions_and_the_markets

Sales Trend 2 of the Barrett 12 Sales Trends Report for 2019 touches on a very timely topic in Australia – trust and the financial sector. By guest author David Robertson, Head of Economic and Market Research, Bendigo and Adelaide Bank. 2018 has not been a good year for the stock prices of Australian financial […]

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Sales Tips for everyday life situations


Whether we are a salesperson or not, there are times in our daily lives when knowing how to sell well turns often awkward situations into positive outcomes for everyone. We are social animals. We rely on others for our existence which means we need to engage with others in some way to be able to […]

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The rise of Ethical Selling in the new world order: The history of Sales Methodologies, revised & updated


Selling is a hot topic, especially the louder calls for more ethical, fairer, purpose driven business and selling practices. Given the recent findings from the Australian Banking Royal Commission and the emerging new world transparency highlighting various unethical, immoral and unsustainable business and sales practices across the collective value chain, the rise of an Ethical […]

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Sales Trend 1: Selling in times of social mistrust


Sales trend 1 from the Barrett 12 Sales Trends for 2019 tackles the issue of selling when trust in businesses and institutions is low. While there has never been a better time to be alive with access to wonderful resources and opportunities, amazing innovations, advances in technology and better healthcare, that can encourage the potential […]

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