Tendering and Trust

By / / 12 Sales Trends Pages Category, Business Acumen, Communication, Sales Trends, Uncategorized

Sales trend 10 from the Barrett 12 Sales Trends Report for 2019 is about the importance of trust when writing tenders that win.

By guest authors David Lunn and Kelly Richmond, Bidwrite

Building BID BELIEVABILITY

Developing tenders and proposals is key to winning and retaining business through contested sourcing processes. Most buying organisations, government and commercial, use these types of processes in one form or another. So there really is no escaping the need to produce written communications to, at least in part, persuade a client or prospect to choose us.

Data emerging from the USA, …

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Sales – the new team sport

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Role Clarity, Sales Culture, Sales Driven Organisations, Sales Results, Sales Trends

Sales trend 9 from the Barrett 12 Sales Trends Report for 2019 explores the characteristics and benefits of truly integrated sales teams.

The future of the individual ‘solo’ salesperson is coming to an end for most businesses.

What is taking their place is an integrated team of people working on sales together.

Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities.

Teams who can cover areas such as sales and territory planning, account development, CRM & sales pipeline …

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Trusting optimism

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Opportunity, Optimism, Wellbeing

Sales trend 8 from the Barrett 12 Sales Trends Report for 2019 is about the benefits for people and businesses of adopting an optimistic approach.

By guest author Victor Perton.

It is said that trust is in short supply in Australia. The Edelman Trust Barometer is trotted out in pessimistic speeches to suggest that Australian leadership is in a state of collapse. However, the Edelman folk are confused by their own findings. Given the current prosperity and wellbeing in Australia, with 25 years of uninterrupted growth, a presentation by Edelman suggested that the place in which Brand …

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Brand and Purpose Come Together

By / / 12 Sales Trends Pages Category, Brand & Reputation, Ethics & Values, Marketing, Vision, Mission & Purpose

Sales Trend 7 of the Barrett 12 Sales Trends Report for 2019 is about how purpose, employee and customer experience, and the promises you make contribute to the brand result.

By guest author, Michel Hogan, Brand Counsel.

While the general thinking about brand remains dominated by marketing tropes of visual identity and high-profile campaigns, among the logo makeovers and high-profile ad campaigns a shift is happening to a broader and more encompassing view.

The evolving nature of brand will continue in 2019, and both organisations and individuals will need to grapple with the move beyond markers of …

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Trust me, I’m a salesperson

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Opportunity, Sales Relationships, Sales Results, Sales Trends, Trust

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.

When trust in business and organisations in general is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at …

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Sales trend 5 – Using sales enablement technology to build trust

By / / 12 Sales Trends Pages Category, Brand & Reputation, Sales Culture, Sales Results, Sales Tips, Sales Trends

Guest author: Steve Hall

Sales Trend 5 from the Barrett 12 Sales Trends Report for 2019 is about why ‘more’ isn’t ‘better’ when it comes to sales enablement technology.

Sales enablement technology is becoming more and more sophisticated. Artificial intelligence, Account Based Marketing (ABM) platforms, email tracking, autodiallers and so on are enabling more salespeople to reach out more often to more prospects.

But the search for newer, better, faster sales enablement technology is seeing a counter-trend emerge – one that focuses on creating better understanding of the people who really matter – the prospects.  And this includes you, because you’re …

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Sales Trend 4 – Trust improves the Learning and Development culture

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Trends, Trust

Sales Trend 4 from the Barrett 12 Sales Trends Report for 2019 explores how working within a culture of mistrust affects salespeople and their ability to develop trusted relationships with clients.

Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of hard facts on the buying company’s reliability, cash flow, payment morale, etc. Trust is still key to long term relationships that doesn’t require controlling and compliance functions all the time.

Creating and earning trust is therefore a skill salespeople have to master, and indeed, a lot …

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Sales Trend 3 – Trust me, I am in procurement

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

Guest author: Ben Shute, FCIPS , Chief Executive Officer Comprara & Purchasing Index

Sales Trend 3 from looks at how trust influences procurement and how changes in the industry are affecting this relationship, see the Barrett 12 Sales Trends Report for 2019.

What does it mean to trust someone? It certainly does not mean that we know everything about them. Indeed, after a certain point, further information is meaningless. Studies have shown that once an impression is made, new facts don’t necessarily trigger a reassessment. If our trust is formed based on first-hand interaction, we are even more resistant to …

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Trust, financial institutions and the markets.

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Ethics & Values, Sales Trends, Selling Better

Sales Trend 2 of the Barrett 12 Sales Trends Report for 2019 touches on a very timely topic in Australia – trust and the financial sector.

By guest author David Robertson, Head of Economic and Market Research, Bendigo and Adelaide Bank.

2018 has not been a good year for the stock prices of Australian financial institutions, with the ‘Financials’ sub-index of the ASX200 down over 16% from its high of 6621 in January. The rest of the market is also lower but not to the same extent –and the broader ASX200 index did reach a fresh ’18 peak recently in August …

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Sales Trend 1: Selling in times of social mistrust

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Ethics & Values, Optimism

Sales trend 1 from the Barrett 12 Sales Trends for 2019 tackles the issue of selling when trust in businesses and institutions is low.

While there has never been a better time to be alive with access to wonderful resources and opportunities, amazing innovations, advances in technology and better healthcare, that can encourage the potential for our evolution and mutual prosperity, there is a shadow of mistrust that is following us everywhere.

We have more choices than ever before, and yet, we are more wary, cynical and cautious. We are flooded with oceans of information that are polluted with fake news …

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