Category Archives: Sales Results

Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

BarrettSlalesTrends2017-Trend8-Extraordinary-Sales-Organisations-Achieve-More

Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more. With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions. What has changed? Buyers are no longer calling the […]

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Is your sales problem really a sales leadership problem?

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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 […]

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2017 Sales Trend 7 – Sell and Deliver Value or Commoditise

BarrettSlalesTrends2017-Trend7-Sell-and-Deliver-Value-or-Commoditise

With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations: Run a business that sells […]

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How Retail Discount Advertising negatively impacts B2B Sales – Part II

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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount sales in the retail sector- the expectation of ‘better price’ is impacting B2B sales. We concluded that a more pragmatic approach is needed, based on […]

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Selling Better Case Study: How to do it properly

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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in 2015: 60 salespeople plus managers in a mid-tier speciality banking and finance company, Australia. 130% of sales budget year to date Sales pipeline confirmed business […]

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Sales Trend 1 – New Metrics

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Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics. What do we measure now? When we talk about sales metrics we usually think units, volumes, quota, members signed, calls made. Generally speaking, these metrics would have been put in place in an organisation at the time that the sales […]

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How to avoid the discount trap

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Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or service and, within minutes, learn about your product, your competitors, what customers think of you, and find the lowest prices. So, with this kind of […]

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Why self-discipline and being organised pays

no discipline. no success. period.

Being organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system for effective selling. It’s never too late to start, regardless of where you are on the road towards realising your sales targets. All it really […]

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Sales Trend 10 – The evolution in sales incentive plans

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Sales Trend 10 from our  12 Sales Trends for 2016 is ‘The evolution in sales incentive plans’. With the growing complexity in many markets and the rise of selling in complex solutions this sales trend tells of the shift towards more customised variable Sales Incentive Programs (SIPs) taking into account team selling, complex solutions, longer […]

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How to give every salesperson the best start to their sales career

This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts and the products brochure which outlines all the products we sell. I also want you to meet our best salesperson, Ben. He is awesome. As […]

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