Sales Trend 11 from the Barrett 12 Sales Trends Report for 2018 explores the sales cycle and looks at the factors that are making it longer. In a B2B environment, the sales cycle is usually defined as the days/ weeks/ months that pass from the first time a salesperson makes contact with a lead to […]
Sales Trend 11 – Sales cycle taking longer (much longer)
- Nov 9, 2018 10:08 am
- Written by Sue Barrett
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12 things we’ve learned so far about Selling Better in a 21st Century world
- Nov 1, 2018 12:09 pm
- Written by Sue Barrett
- 1 Comment
My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things. Here is some of what we have learned: […]
Less IS More when it comes to Sales Planning & Market Segmentation
- Oct 26, 2018 2:08 pm
- Written by Sue Barrett
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Less Is More when it comes to doing good strategy, sales planning and market segmentation. As Michael Porter, Professor and ‘Father’ of Competitive Strategy (Harvard Business School), says: The essence of good strategy is choosing what not to do; The essence of strategy is that you must set limits on what you are trying to […]
Sales Trend 10 – Storytelling, taking sales teams beyond features and benefits
- Oct 17, 2018 10:16 am
- Written by Rishad Sukhia
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Guest Author: Rishad Sukhia, CEO, Creative Agency Brightlabs, Melbourne, Australia Sales trend 10 from our 12 Sales Trends Report for 2018 is about storytelling. We all grew up hearing and sharing stories through childhood and adulthood – they help us learn, develop and, above all, they entertain and inspire us. Brands today are increasingly incorporating storytelling into […]
7 things you need to know about the Craft of Selling
- Oct 11, 2018 9:51 am
- Written by Sue Barrett
- 0 Comments
We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally. Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present […]
Unethical Selling, not Selling, should be on trial at the Banking Royal Commission
- Oct 5, 2018 12:34 pm
- Written by Sue Barrett
- 0 Comments
With the handing down of the Interim Report from the Banking Royal Commission, Commissioner Hayne was scathing in his assessment of the banking finance sector, especially the big 4 banks and large insurance and investment firms, such as AMP, for enabling their cultures of greed to flourish at the expense of customers’ wellbeing, principled and […]