Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer…
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…
In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue. Who’s…
Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most surely you have. Countless times. People do this all the time, since…
Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity…
Since late 2014, we have been rolling out the Sales Strategy & Operations Audit working with a wide range of businesses across industries in the public, private, and N4P sectors…
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…
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…
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…
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…
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