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…
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‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is attributed to Henry Kissinger. Why have I led with this quote? Sadly, in…
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,…
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…
*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room…
Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer–…
Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the…
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…
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…
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