Category Archives: Success

Is internal competition eating away at your sales results?

Many sales cultures are traditionally based on respect for authority, status and success, and encouraging competitive, challenging and achievement-oriented atmospheres. Although this is not true for all businesses, especially in the 21st Century! There are a growing number of businesses adopting more collegiate, lead team approaches. However, despite different types of cultures, sales performance and […]

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How do you create future sales superstars?

How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the tools, processes, plans and support essential to our success. Knowing full well what you were getting yourself into. For most, if not all of us, […]

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Now for something completely different – a gift for you

To our dear Barrett Sales Blog Readers Some of you may not be aware that since February 2007 we have published over 160 articles on the sales profession covering topics on Sales Management and Leadership; Sales Skills and Process; Sales Strategy and Sales Planning; Sales Tips; Mindset and Attitudes; Qualities of Elite Sales Performers; CRM; […]

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Why ‘everybody lives by selling something’ is key to your success

‘Everybody lives by selling something‘ was the trend, in our 12 Sales Trends for 2010, voted as second most important for businesses in 2010. It is a very significant trend on many levels as it involves everyone, not just the people who are labelled as ‘sales’. ‘Everybody lives by selling something’ has had a profound […]

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Creating an effective sales performance management system

Following on from last week’s article about managing and measuring the right things in sales, I thought it would be worth looking at some of the key principles for effective sales performance management systems. The first place to start is to align your sales performance management system and subsequent key measures to your organisation’s strategy […]

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The Entrepreneurial Sales Person

As part of my ongoing professional and personal development I belong to a CEO leadership group where we meet monthly and discuss a whole range of topics to stimulate our thinking and decision making. Recently we discussed the concept and qualities of Successful Entrepreneurs. Besides making the obvious comparisons with ourselves as to whether we […]

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Exceptional Prospectors

“My most important appointment is prospecting and I do it first up every day.” “I qualify all leads I generate and have an approach to handle those that aren’t ready yet.” “People appreciate a professional sales approach and are able to make an informed decision to say ‘yes’ or ‘no’ because I clearly explain, up […]

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Professional Services firms are feeling the pinch

Take note: Lawyers, Accountants, Engineers, Marketing Consultants et al Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many have to come to grips with the fact they need to sell. The market has definitely changed. You cannot sit there aggressively waiting for the […]

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Some Good News Sales Stories

You don’t have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on a large sales fitness training assignment in the finance sector around Australia. These guys are hard up against it when it come to ‘price’ being […]

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Leadership, Sales and a Clear Message

Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions […]

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