Barrett’s Sales Trend 10 for 2015 is ‘Oops! I’m in sales’. The general stereotypical view of selling and salespeople has remained relatively stable over the past 50 or so years,…
Barrett’s Sales Trend 9 for 2015 is ‘Back to the village’. As globalisation became more and more prominent, Australian consumers in turn, became excited about being able to purchase items…
Sales Trend 8 of Barrett’s 12 Sales Trends for 2015 is about “neuroselling”. Recently, there has been a shift from economic models to emotion-based or psychological models of selling. The…
Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
It is a harsh reality – product demand and brand scores are down. Some contributing factors to this decline are: bad experiences with retailers or suppliers, poor responses from intermediaries,…
Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at…
You may have noticed in recent times that many companies, especially larger organisations, are focusing their marketing and advertising efforts on trying to portray themselves as caring and empathic to…
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