Category Archives: Sales Trends

12 Sales Trends for 2018 – Welcome to the State of Flux

The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the […]

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Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process

Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights. It was 1999 when De Vincentis and Rackham (of SPIN Selling fame) wrote ‘Rethinking the Sales Force’, a book describing how the rise and rise of procurement challenged sales professionals about […]

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Sales Trend 10 for 2017 – Personal Branding – The Foundation of Social Selling


Sales Trend 10 from Barrett’s 12 Sales trends Report for 2017 is about the relation between personal branding and social selling. It is an interesting fact that the ‘extraordinary’ of yesterday becomes the ‘ordinary’ of today. Have you noticed that the most extraordinary salespeople of 5 years ago are often the ordinary salespeople today—or gone. […]

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Sales Trend 9 – Learning Agility


Sales trend 9 from our 12 Sales Trends Report for 2017 explores how salespeople can navigate the difficult situation of being in a complex sales environment and the need to simplify things for their clients. Salespeople traditionally find themselves in conflicting spaces. A classic situation is the challenge to bring the diverging interests of clients […]

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Sales Trend 8 – Ordinary Sales Organisations Do More. 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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2017 Sales Trend 7 – 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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2017 Sales Trend 6 – 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 […]

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2017 Sales Trend 5 – Salespeople at Risk of Becoming Obsolete


This is our Sales Trend 5 from our 12 Sales Trends for 2017 report. The proliferation of internet-based sales channels, that offer everything from simple items such as a toothbrush to some fairly complicated services including insurance, banking and even major items in the B2B sector means that the traditional role of product focused salespeople […]

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2017 Sales Trend 4 – 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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Sales Trend 3 – Mapping the Buying–Selling-Delivery Process


Sales Trend 3 from our 12 Sales Trends for 2017 report is Mapping the Buying-Selling-Delivery Process. If you want your sales team and your business to move from ordinary to extraordinary when it comes to client engagement and better sales results, it pays to do what the smart companies are doing and map your entire […]

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