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Category Archives: Strategy

Ignore customer relationships at your peril: The demise of out-of-touch political parties

ignore-customer-relationships-at-your-peril-The-demise-of-out-of-touch-political-parties

Even in the advent of big data, the nature of developing genuine customer relationships is generally not understood well enough by most businesses, and is not often on the agenda for thorough examination. This got me thinking about political parties and the nature of their relationships with their party members and the broader communities upon […]

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Less IS More when it comes to Sales Planning & Market Segmentation

less-is-more

Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and ‘Father’ of Competitive Strategy (Harvard Business School), says: The essence of good strategy is choosing what not to do; The essence of strategy is that you must set limits on what you are trying to […]

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

end-short-termism

‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is attributed to Henry Kissinger. 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 Leaderships Teams, Sales Leaders and their […]

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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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Is an Organic Growth Strategy a better way to go?

organic-growth

How do I grow my business? How do I get a better ROI? How do I get more profitable sales? How do I attract and convert more customer? These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and […]

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