Sales Trend 2 – The case for long-term focus

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Environment & Sustainability, Ethics & Values, Sales Results, Sales Strategy, Strategy, Success, Sustainability & Environment, Vision, Mission & Purpose

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy.

It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform better, most of the arguments against it (pro short-term) focus only on profits.

However, this sales trend reports that there are increasingly louder calls for businesses to be more long-term focused in their planning and strategies. The power of long term planning can be found in …

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Sales Trend 1 – The Selling Better Manifesto

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Education in Sales, Environment & Sustainability, Ethics & Values, Innovation, Mindful selling, Opportunity, Sales Pioneer, Sales Trends, Success, Uncategorized, Wellbeing

Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it.

We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

A way in which we can all be prosperous.

The Selling Better Movement is an ethical and human-centred selling ethos underpinned by a practical selling philosophy.

The modern business landscape offers a world of possibility. More and more people are stepping out to unearth …

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12 Sales Trends for 2018 – Welcome to the State of Flux

By / / 12 Sales Trends Pages Category, Sales Trends

The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the simplistic to just cope with the day to day. Simple solutions, easy fixes are called for on a daily basis. Many people want a short list of bullet points to give them the answer to make a complex decision. However, simplistic answers to complex problems …

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Sales Trend 11 – Sales to Add Value to Procurement, Not Just Follow the Process

By / / 12 Sales Trends Pages Category, Procurement, Sales Trends

Sales Trend 11 from Barrett’s 12 Sales Trends for 2017 Report is about Procurement. Guest author Ben Shute, CEO of Comprara, shares his insights.

It was 1999 when De Vincentis and Rackham (of SPIN Selling fame) wrote ‘Rethinking the Sales Force’, a book describing how the rise and rise of procurement challenged sales professionals about how best to organise business-to-business sales teams. Fast forward to 2016 and there are 15,000 people working full time in procurement in Australia, and the proportion of sales revenue that is won through competitive processes is rising year on year. …

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Sales Trend 10 for 2017 – Personal Branding – The Foundation of Social Selling

By / / 12 Sales Trends Pages Category, Brand & Reputation, Sales Trends, Social Sales

Sales Trend 10 from Barrett’s 12 Sales trends Report for 2017 is about the relation between personal branding and social selling.

It is an interesting fact that the ‘extraordinary’ of yesterday becomes the ‘ordinary’ of today.

Have you noticed that the most extraordinary salespeople of 5 years ago are often the ordinary salespeople today—or gone. Why is this?

The world of sales has changed dramatically in the last 5 years and some selling organisations and their salespeople are not adapting fast enough. As a result, a lower percentage of salespeople are achieving their targets and vendors are struggling to grow …

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Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends, Social Sales

Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more.

With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions.

What has changed?

Buyers are no longer calling the vendor to learn what’s new or to request information like they did before. They have become self-educating; consuming online information whenever they wish.

  • Buyers rely less on initial telephone / in-person meetings with vendors and more on consuming information online.
  • Buyers rely less on tradeshows / networking events and …

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2017 Sales Trend 7 – Sell and Deliver Value or Commoditise

By / / 12 Sales Trends Pages Category, Business Acumen, Sales Driven Organisations, Sales Results, Sales Strategy, Sales Trends

With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations:

  • Run a business that sells unique solutions or customised products/services and generates reasonable margins and delivers real value beyond product. This means stepping up their game, building out their sales team’s business acumen and solution selling capabilities so as to stay relevant to their clients, add real business value and ROI, …

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    2017 Sales Trend 6 – Where are All the High Performance Sales Coaches?

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

    Sales Trend 6 from our 12 Sales Trends for 2017 report is about sales coaching.

    This sales trend focuses on how sales coaching is still lagging behind business coaching as a standard business discipline, but how the best sales leaders are using coaching to transform their sales teams and sales performances to maximise success. So what’s going on with sales coaching?

    A lot has been written about coaching, specifically business coaching, over the years and the proof is that coaching, like anything if applied effectively, does work. For instance, the International Coach Federation (ICF) conducted a worldwide survey …

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    2017 Sales Trend 4 – Learn to Embrace and Manage Complexity

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Sales Culture, Sales Driven Organisations, Sales Strategy, Sales Trends

    Sales Trend 4 from our 12 Sales Trends for 2017 report explains why to have extraordinary sales teams and operations, we have to embrace complexity.

    As John Lord[1] said “Perhaps a greater understanding of what I am saying might be obtained by exercising a greater willingness to think more deeply”. 

    Regrettably, most organisations ONLY view their sales operations as tactical linear functions of the value chain—and while sales teams need to get up close and personal on a tactical level with customers, if sales is only viewed through the overly simplistic lens of “foot soldiers selling products” then …

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