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Does Sales Have a Seat at Its Own C-suite Table?

By / / Collaboration, Everybody Lives By Selling Something, Leadership, Sales Driven Organisations

In 30 seconds

The Problem: Sales is handed strategy, not invited to shape it. Excluded from executive decisions, frontline teams default to discounting and deference – the very vendor mindset leadership tells them to abandon. You cannot ask your people to earn a seat at the client’s table when they don’t have one at their own.

The Shift: Treat Sales as a strategic function, not a delivery mechanism. The sales leader belongs in the room where product, finance, and marketing decisions are made – as Chief Revenue Architect, not note-taker.

The Solution: Fix the internal table first. Everything else follows

Does Sales Have a Seat at Its Own C-suite Table? Read Post »

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Your best salesperson isn’t in Sales. And they don’t even know they’re selling

By / / Everybody Lives By Selling Something, Sales Driven Organisations, Teamwork

In 30 seconds

The Problem: Most organisations train only their quota-carrying salespeople, leaving 80% of their commercial talent – engineers, delivery, product, operations – without the skills to influence stakeholders or articulate business value.

The Shift: As businesses moved from transactional to value-based, solution-focused selling, the most effective organisations recognised that selling is a team sport. The untapped commercial potential was already inside the business.

The Solution: Barrett equips cross-functional teams with role-specific frameworks, stakeholder navigation tools, and value articulation skills – delivered in short, practical sessions. The result: you can double or triple your effective sales force overnight, without adding a single headcount.

Your best salesperson isn’t in Sales. And they don’t even know they’re selling Read Post »

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31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever

By / / AI & Data, Complex Selling & Transactional Selling, Emotional Intelligence, Everybody Lives By Selling Something, Sales Methodology

In 30 seconds

The Problem: Complex B2B sales requiring human relationships and risk navigation are being forced into transactional procurement processes designed to commoditize vendors and slash costs. You’re brought in late just to provide price comparisons, excluded from early relationship building, and squeezed on margins when your solution demands the complexity track, not the commodity track.

The Shift: Decision-making has become harder to access. Market forces actively reward short-term extraction over relationship building. A critical value translation gap exists: sellers can’t articulate technical features as business outcomes, and buyers lack language to express value beyond price. When economic headwinds hit, companies revert aggressively to extractive behaviours.

The Solution: Barrett’s “Selling Better” methodology combines business savvy with emotional intelligence. Claim seats strategically early. Get involved in “Why Change?” conversations before procurement locks you out. Lead insight-creating dialogue that helps buyers understand their challenges differently. Integrate AI thoughtfully to amplify human capability, not replace trust-building. Know when to walk away from toxic relationships. Your best shot: be at the table early, or you’ll end up on the menu.

31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever Read Post »

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Sales Culture = Safety Culture: The Key to Business Growth

By / / Attitudes & Behaviours, Emotional Intelligence, Everybody Lives By Selling Something, Sales Culture, Sales Growth

In 30 seconds

Just like safety, sales should be a shared responsibility across all teams—not just the sales department. When organisations embed a sales culture the way they do safety, every employee understands how to spot opportunities, communicate value, and contribute to growth. Research shows that effective communication training boosts productivity by 25% and companies with strong internal alignment see a 20% performance increase. Additionally, businesses investing in training see up to $33 ROI for every $1 spent. By equipping all employees with critical communication, collaboration, and commercial skills, organisations improve client retention, operational efficiency, and long-term success. Just as safety …

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A Journey of 30 Years: Taking the Road Less Travelled with Humanity at the Core

By / / Business Growth, Everybody Lives By Selling Something, Leadership, Sales Pioneer

In 45 seconds

In 1995, with just $3,000, I set out to transform sales from soulless transactions to human-centred connections based on trust and shared value. Thirty years on, this philosophy has not only endured but become a cornerstone for navigating today’s complex business world.

The journey has been extraordinary, built on key lessons: humanity always wins, systems bring clarity, purpose drives progress, collaboration fosters change, and human-centred practices break down silos. Barrett’s Sales Operating System exemplifies this, turning chaotic sales processes into scalable success.

Inspired by David Bowie’s courage to embrace change, I’ve made it my mission to empower businesses and people …

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Why Didn’t We Learn This at School? – The Importance of Clear Communication

By / / Blog, Business Growth, Communication, Customer Service, Emotional Intelligence, Everybody Lives By Selling Something, Human-centred

In 30 seconds

Effective communication is critical for business success, yet it’s often overlooked in favour of technical skills. Miscommunication creates confusion, inefficiencies, and strains relationships, hindering progress. To thrive, organisations must embrace human-centred communication focused on clarity, empathy, and understanding. This involves providing precise instructions, using diverse communication modes, and keeping messages concise and digestible. With communication happening across multiple platforms, mastering professional online interactions is essential as well. Prioritising clear and empathetic communication fosters collaboration, strengthens relationships, and drives productivity and innovation within teams.

In 2.5 minutes

In school, we were taught how to solve equations, conduct experiments, memorise historical facts, …

Why Didn’t We Learn This at School? – The Importance of Clear Communication Read Post »

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The Top Five of Q1

By / / Attitudes & Behaviours, Blog, Business Growth, Collaboration, Communication, Competition, Everybody Lives By Selling Something, Human-centred, Leadership, Procurement, Sales Leadership, Sales Skills

It’s the end of Q1 here in Australia and these have been the five most read blogs this quarter.

1) In a fast-paced sales environment, reflection is often overlooked. However, taking time to analyse experiences is crucial for growth.

The Power of Reflection for Sales Success

2) Excellence in sales team performance relies on a balance between well-established processes and individual agency.

Trend 5 – Process AND Agency

3) The revelations of corruption in the building industry highlight longstanding issues such as kickbacks and bribery, which erode public trust and fair competition. A corruption-free industry …

The Top Five of Q1 Read Post »

Rainmaking: Sales Approaches for Professional Services

Rainmaking: Sales Approaches for Professional Services

By / / Blog, Business Acumen, Business Growth, Education in Sales, Everybody Lives By Selling Something, Networking, RAIN maker, Self Promotion, Success

In 30 seconds

Professionals such as lawyers, accountants, and consultants, once reliant on local networks for referrals, now face a competitive landscape that demands mastery of sales and business development. This shift requires them to excel in client relationship management, balancing advocacy with inquiry to position themselves as trusted advisors. “Rainmakers” – those who consistently generate new business – stand out by treating clients as partners, maintaining a systematic approach, and focusing on high-potential opportunities. For younger professionals, mastering these skills is crucial for career advancement. Our RAIN Making program helps professionals sell effectively while maintaining service integrity, ensuring long-term success.

In …

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