Category Archives: Sales Strategy

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

BarrettSalesTrends2018-logo-Sales-Trend-6-moving-CX-and-HX-really-its-all-about-people-now

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

you-never-change-things-by-fighting-the-existing-reality-to-change-something-build-buckminster-fuller

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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The differences between business, sales, and marketing strategies

marketing-cant-fix-a-sales-problem

This week we thought we would touch on the differences between business, sales, and marketing strategies. The reason for that is that there’s usually confusion between sales and marketing strategies. To avoid confusion, it’s always good to look at definitions. Michael Porter defines strategy as the set of choices that define a company’s distinctive approach […]

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What are the biggest sales issues & opportunities for CEOs & Sales Leaders today?

what-are-the-biggest-sales-issues-and-opportunities-for-ceos-and-sales-leaders-today

Since late 2014, we have been rolling out the Sales Strategy & Operations Audit working with a wide range of businesses across industries in the public, private, and N4P sectors to help them sell better. In 2017, we compiled the Barrett Sales Strategy & Operations Benchmark Report for 2015-2017 based on over 20 companies and […]

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What does Selling Better mean to sales team’s retention rates?

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What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show the average staff turnover can be anything around 25-50% per annum, or more in some cases.  Some call centres experience turnover rates of over 70% […]

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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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Are your sales conferences pumping or slumping?

*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations […]

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Sales Trend 2 – The case for long-term focus

BarrettSalesTrends2018-logo-Sales-Trend-2-the-case-for-long-term-focus

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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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, […]

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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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