Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but…
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….
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…
The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed…
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…
On Wednesday 6 May we hosted our 2015 Barrett 12 Sales Trends Annual Business Breakfast where many senior business and sales leaders came to hear about and discuss the theme…
The Sales Trend # 4 of the 12 Sales Trends for 2015 is ‘Doing Meaningful Business’. Here’s a summary of the trend. Over the years companies have become very focused…
For too long now sales has lived in the shadow of corporate and marketing strategies, but these tend to provide limited direction. They are usually too broad and generalised or…
Have you ever asked your salespeople what your company’s brand means? Chances are you will get different answers from different people – and chances are none of their answers will…
Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are…
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