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Category Archives: Success

Why I cannot relate to the typical salesperson stereotype and why we need a new one for the 21st century

fast-talking-salesman-stereotype

If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all, we-are-the-frontline-and-without-us-you-wouldn’t-have-a-job persona that is often portrayed as the ideal salesperson stereotype in the […]

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Without a Strategic Sales Force, you are doomed to fail

strategic sales force

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing incremental share of spend, is a highly treasured asset. A strategic sales force will deliver better results for the organisation’s customers and as a result, […]

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Lessons for sales teams from an elite sportsman

sport-vs-business-coaching

As part of our team’s regular coaching and development, a couple of weeks ago  Franco Crismann, one of Barrett’s BDMs went to a senior management business event at the MCG (Melbourne Cricket Ground) where Brian Lake, former Hawthorn/Western Bulldogs AFL footballer, spoke about maintaining a winning culture at work. Here is Franco’s report and reflections […]

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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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