/* */

Category Archives: Sales Leadership

What does Selling Better mean for customers and shareholder return?

People want the Australian Banking Royal Commission

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 any of us surprised as to the extent of the unethical and illegal behaviours documented and admissions made by senior management into the systemic corruption […]

Be the 1st to vote.

Read more ...

Sales Strategy: Ditch short-termism for robust sales strategies that drive more & better sales now & over the long-term

end-short-termism

‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is usually attributed to the master strategist and politician, Winston Churchill. Why have I led with this quote? Sadly, in today’s busy, noisy and complex world, this quote represents a common state of affairs for many organisations’ CEOs, Executive […]

Be the 1st to vote.

Read more ...

The Power of Optimism and Opportunity for Sales & Business

pessimist-optimist

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 […]

Be the 1st to vote.

Read more ...

I’m really frustrated because we could all achieve magnificent sales results if only…

I-am-really-frustrated-because-we-could-al- achieve-magnificent-sales-results-if-only

I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, […]

Be the 1st to vote.

Read more ...

Don’t die wondering, the real secret to sales success – Part I of II: the business

purposeful sales system

I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits […]

Be the 1st to vote.

Read more ...

‘How to manage and help salesmen’ – valuable lessons from 1960

back-to-the-future-time-machine-750x280

You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’. However, if you take into account that this title comes from a book written in 1960 by Charles B. Roth you might be a bit more forgiving. I was given this book by my […]

Read more ...

Is your sales problem really a sales leadership problem?

Is-your-sales-problem-really-a-sales-leadership-problem

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on. Some of the most common questions we hear from sales managers, sales leaders and CEOs are:  ‘How do we get our sales people to sell […]

Read more ...

It’s all about Opportunity: A future – disrupted & reimagined

On December 4 (Melbourne) and 6 (Sydney) 2017, Barrett will be attending The Future: Disrupted and Reimagined event featuring Malcolm Gladwell, author of five New York Times bestsellers — The Tipping Point, Blink, Outliers, What the Dog Saw, and David and Goliath: Underdogs, Misfits and the Art of Battling Giants, and Steven Levitt, economist and […]

Read more ...

2017 Sales Trend 6 – Where are All the High Performance Sales Coaches?

BarrettSlalesTrends2017-Trend6-Where-are-All-the-High-Performance-Sales-Coaches

Sales Trend 6 from our 12 Sales Trends for 2017 report is about sales coaching. This sales trend focuses on how sales coaching is still lagging behind business coaching as a standard business discipline, but how the best sales leaders are using coaching to transform their sales teams and sales performances to maximise success. So […]

Read more ...

The power of Sales Process Maps to deliver best sales practice

sales-process-mapping

Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople, in general, are given no articulated sales process which means there’s nothing specific to be coached or trained to or to follow. In sales teams […]

Be the 1st to vote.

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives