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AI, Data Analytics & Selling Certainty

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends

Sales Trend 7 from the Barrett 12 Sales Trends Report for 2020 looks at the benefits, downfalls and ethical issues that arise for businesses from collecting and using data.

This is a condensed version of Sales Trend 7, to read the original version you can download the report for free.

People, particularly in big business and governments around the world, are obsessed with data – big data, surveillance data and especially human data and how they can use it and sell it.

Being obsessed with data is not a new phenomenon, after all most humans …

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What are we selling now in a post-consumerism world?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, Environment & Sustainability, Sales Trends, Selling Better, Sustainability & Environment

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2020 explores the issues around consumerism, waste, and the role of sales in a post-consumerism world.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

What are we selling now?

Consumerism has been the main driver of economic growth and business performance, lifting people out of poverty since the late 1940s which saw many millions of people get access to amazing innovations in products and services that make their lives much more …

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We change, or we burn

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Environment & Sustainability, Procurement

Sales Trend 5 from Barrett’s 12 Sales Trends Report for 2020 delves into the role of procurement in generating change towards sustainability within an organisation.

By guest author Ben Shute, CEO – Comprara & Purchasing Index

Proverbs and anecdotes

When I was asked to contribute to the Barrett 2020 Sales Trends Report, the invitation posed a question: “With everything we need for positive change and progress available to us now, why wait for a crisis to secure our future?” Immediately, all the proverbs warning against change jumped to mind. “If it …

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Human-centred sales operations – Being Businessworthy

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Sales Strategy, Sustainability & Environment, Systems Thinking

Sales trend 4 from the Barrett 12 Sales Trends Report for 2020 is about what being human-centred means for businesses.

All business people know the concept of being creditworthy. That’s about not losing other people’s money.

Enter the Business for Peace Foundation[1], established in 2007 in Oslo, Norway, which has developed the concept of Being Businessworthy.

Being Businessworthy means being human-centred and purpose-led.

This shift to a more holistic approach to doing business is having a profound effect on how businesses operate, including how they set up their sales teams, sales operations and value chains.

The latest research in …

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No, but actually… the time is now

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Environment & Sustainability, Optimism, Resilience, Sustainability & Environment, Trust, Wellbeing

Sales trend 3 from the Barrett 12 Sales Trends Report for 2020 discusses why climate action now makes good (business) sense and why it’s important to focus on achieving desirable outcomes and not just avoiding negative impacts.  

The following text has been slightly modified to cater for the changes that have taken place since it was first published. You can read the full version here.

By guest author TOBY KENT // Chief Resilience Officer, Melbourne

It is 2020, the year for which countries and businesses were all frantically setting climate change reduction targets less …

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Sales Trend 2 – A better way of doing business

By / / 12 Sales Trends Pages Category, Common Ground, Environment & Sustainability, Ethics & Values, Opportunity, Selling Better, Sustainability & Environment, Wellbeing

Sales trend 2 of the Barrett 12 Sales Trend Report for 2020 is about what businesses and sales teams can do now to start making a difference for people and the planet.

The time for talking is past. The planet and its inhabitants can’t wait any longer. Now is the time for decisive action.

Businesses and organisations can, and should, be part of the solution and support sustainable development, wellbeing and a prosperous future for all.

The blue print is here.

The navigation system is ready for deployment. The UN Sustainable Development Goals (SDGs) call for every business and organisation …

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Global Trends

By / / 12 Sales Trends Pages Category, Blog, covid-19, Forecasting, Systems Thinking

Sales trend 1 of the Barrett 12 Sales Trend Report for 2020 is about what businesses and sales teams can do now to start making a difference for people and the planet.

Now is always a good time to confront an uncertain future. While forecasting accurately beyond 90 days is generally a coin toss, it is never pointless asking (and sharing) questions about the future and likely scenarios. This is especially useful if it flushes out clear dissenters, who may have an unconventional view or new information.

Predictions can also be over complicated – nominating odds …

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12 Sales Trends for 2020 – The Time is Now

By / / 12 Sales Trends Pages Category

2020 marks 25 years in business for Barrett and over this period of time we have seen many things – good, bad and indifferent – when it comes to managing businesses and sales teams, successfully or otherwise. Fads, trends, myths, hype, well-worn facts, innovations and home-truths have all been a part of this 25 year journey.

We’ve talked with over 10,000 business leaders from the C-suite and Sales about their issues, concerns, ideas and opportunities when it comes to sales strategy, sales operations, processes, salespeople and culture. Some have been the early adopters and pragmatists – those who could see changes, …

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The role of marketing in developing trust

By / / 12 Sales Trends Pages Category, Brand & Reputation, Collaboration, Marketing, Sales Trends, Trust

Sales trend 12 from the Barrett 12 Sales Trends report 2019 looks at the key things that marketing teams in B2B environments need to do to help their businesses win back the trust of their customers.

The endeavour of building and maintaining a trusted B2B brand is far more complex than it used to be since the advent of omni-channel marketing both locally and around the world.

While some CMOs (chief marketing officers) have been successful in this new omni-channel world, many have failed – failed to take action, failed to adapt, and failure to engage their sales …

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Building trust through personal image

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Sales Trends, Trust

In Sales Trend 11 from the Barrett 12 Sales Trends Report for 2019, guest author Leadership Stylist Helen Robinett discusses how our personal image can help build trust.

By guest author Helen Robinett.

Trust in business has never been more crucial than what it is right now.

People do business with people they like and trust. Full stop. No-one does business with an ‘organisation’.

Human beings are highly visual and it takes an instant to create a first impression. Gone are the days when it took 7 seconds to form a first impression. If I walk to the front of …

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