Category Archives: Success

Why Marketing can’t fix a Sales Problem

marketing-cant-fix-a-sales-problem

When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in the first, and often only instance, as their preferred solution to fixing poor sales results. Why? Because many people have been taught to think they […]

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David Bowie – a role model for all entrepreneurs

The sad passing of David Bowie this last week has brought a huge wave of emotional outpouring from many parts of the world including myself. I grew up with David Bowie. He has been in my life as long as I can remember. He was, I admit, my most favourite  music star of all. I […]

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Lessons for Sales from ‘Good to Great’

Good - Better - Best

Jim Collins (author of “Good to Great: Why Some Companies Make the Leap…and Others Don’t”) stimulates a thought that many sales managers should be asking themselves right now: “What makes good salespeople great?” At Barrett we work with sales managers and salespeople every day, and recently asked that question of a number of people in […]

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Insights into why I started my own business – Part 2

As mentioned in the article from last week I was invited to be part of the judging panel of The Duke of Edinburgh’s International Award – Victoria Young Business Hustler competition 2015. The programme is designed to give young business entrepreneurs the chance to further develop their capabilities and their businesses. Here is Part 2 […]

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Insights into why I started my own business – Part 1

insights-into-starting-my-business

Recently, I was invited to be a part of the judging panel of The Duke of Edinburgh’s International Award – Victoria Young Business Hustler competition 2015. The programme is designed to give young business entrepreneurs the chance to further develop their capabilities and their businesses. As part of this initiative and as an entrepreneur myself, […]

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2015 Sales Trends Event – How to sell better in a complex world

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 for the event this year, ‘Transparency and the Middle Path’ – How to sell better in a complex world. It was great to see the […]

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What if we sell better instead of only selling more?

What if we aimed to sell better instead of focusing on only selling more? At risk of giving every sales manager and business leader a coronary with this question, especially if we are running behind on our sales targets, I would like us to consider the following proposition. ‘Strive not to be the best company […]

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Sales Trend 11 – Learning to sell in the Asian Century

In Australia, we are more reliant upon China for our prosperity than any comparable economy, at more than one quarter of our exports. We are China’s number one destination for foreign investment and a leading beneficiary of the education aspirations of its growing middle class. Yet many of us remain deeply ambivalent about the world-changing […]

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Are you serious?

Today’s article is a bit of a rant I have to admit. I wrote the text below after one of those phone calls I receive, and as you may tell, I was a bit upset afterwards. Bear with me though, I’m sure you’ll see the point I’m trying to make. Have you ever considered how […]

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5 things you can do to improve your sales results now

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale […]

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