Category Archives: Sales Strategy

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 […]

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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

sale-sale-sale-sale

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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2017 Sales Trend 4 – Learn to Embrace and Manage Complexity

BarrettSalesTrends2017-Trend4-Learn-to-Embrace-and-Manage-Complexity

Sales Trend 4 from our 12 Sales Trends for 2017 report explains why to have extraordinary sales teams and operations, we have to embrace complexity. As John Lord[1] said “Perhaps a greater understanding of what I am saying might be obtained by exercising a greater willingness to think more deeply”.  Regrettably, most organisations ONLY view […]

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The difference between Sales and Marketing Segmentation

to-segment-or-not-to-segment

To segment or not to segment that is the question. For too long sales has allowed marketing to dictate what a segment should be. But the simple reality is that sales segmentation and marketing segmentation are substantially different. In fact, it is these very differences that make sales strategy so different from marketing and even […]

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Selling Better Case Study: How to do it properly

manager-happy-in-front-of-sales-team

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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HOPE is not a Sales Strategy

Is-hope-a-sales-strategy

Whilst hope isn’t a sales strategy, without the right ingredients failure is certain The protocol for developing a sales strategy is fundamentally different to that used for other business strategies. Even the thinking that drives a sales strategy is somewhat different to that which drives marketing strategies. Here are a few guidelines: The golden rule […]

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Solution versus Product Selling

product-versus-solution-selling

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly differentiate them from their competitors. And management – often ignorant of the subtle differences between selling products or services and selling solutions – become frustrated […]

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Are customer surveys useless?

are customer surveys useless

There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all of their customer interactions in an attempt to cut costs and yet still give the appearance of caring? In other words, what bad business decision-making […]

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Why we need Progressive Approximation to design an effective sales strategy

asymptote_progressive_approximation

In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many variables, default to single moments of truth, black and white solutions, and the promise of the ‘right’ answer in an attempt to solve the challenges […]

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