In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it. For decades, the business world…
For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader. These…
In 30 seconds The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing…
In 30 seconds Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples,…
In 30 seconds Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to…
‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of…
On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 – Decarbonising Sales Operations. A panel of experts in different fields discussed some of the topics in…
Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it –…
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