Category Archives: Sales Results

Sales Trend 6: Moving CX & HX – really it’s all about people now

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Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for some time. These terms are now referred to in shorthand as CX. Now a new term is emerging – HX, the Human Experience. What does […]

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6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing […]

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Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why […]

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Is your sales team Sinking or Swimming?

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell. Now, if you are an experienced salesperson you would probably navigate your way fairly […]

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We all want better sales performance, but what works best?

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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 a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term. We’ve outlined three different approaches […]

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How Sales and Marketing can excel in a world in flux

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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 in flux? The Buyer. They have dramatically changed how they identify, evaluate and purchase solutions over the past 10 years, and they continue to evolve. […]

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Want to find & own uncontested markets? Try Blue Ocean Strategy

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In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder and harder. Developing innovative ideas that turn into something new, unique and viable, are not easy to copy, and deliver revenue and healthy margins is […]

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What does Selling Better mean for customers and shareholder return?

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 […]

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

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‘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 […]

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Sales Trend 2 – The case for long-term focus

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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 short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform […]

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