the-ai-wild-west-why-most-teams-are-only-dabbling-and-how-to-fix-that

The AI Wild West: Why Most Teams Are Only Dabbling (& How To Fix That)

By / / AI & Data, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Most B2B teams are dabbling with AI but lack confidence in using it effectively. Without clear government regulation, businesses need practical frameworks for ethical, safe AI adoption.

The Shift: AI has made transactional selling obsolete. The future is a Human-AI Partnership: AI handles foundational tasks (Organising, Researching, Planning) while humans focus on Value-Based Selling and genuine human collaboration and engagement that builds trust and uncovers genuine needs and solutions that forge viable healthy partnerships.

The Solution: Success requires upskilling teams in effective AI use across four key areas (Organising, Communication, Researching, Planning) while establishing ethical guardrails …

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The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won’t For Long)

By / / AI & Data, Attitudes & Behaviours, Complex Selling & Transactional Selling, Sales Coaching, Sales Culture, Value Based Selling

In 30 seconds

Digital platforms now dominate B2B transactions, with over 75% of buyers preferring self-service for simple purchases. Modern buyers conduct 90% of their research independently and seek strategic partners who understand their business goals, not transactional sellers offering discounts. Pockets of old-school selling persist – waste management reps, auto dealerships, trade suppliers- but survive only because transactions seem localised and simple. These transactional cultures focus on activity metrics over outcomes, use price as their only lever, and engage single contacts instead of buying groups. This approach is obsolete. Buyers are too informed and competing on price alone trains customers …

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Rebel Rebel Sound & Vision: Picking Up Weak Signals Leading into the Future

By / / AI & Data, Complex Selling & Transactional Selling, Sales Essentials, Sales Market Segmentation, Sales Pioneer, Sales Strategy, Value Based Selling

In 30 seconds

“Tomorrow belongs to those who can hear it coming.” David Bowie

Bowie’s genius wasn’t just artistic, it was strategic. He launched BowieNet in 1998, pioneered music videos, and created Bowie Bonds by spotting weak signals others missed. In 1995, I spotted transactional selling dying, leading to Barrett’s foundation. In 2014, another signal revealed selling needed to become an operating system, not just sales activities. Now AI is fundamentally changing how we engage and sell. Like Bowie’s evolution from glam rock to electronica, successful adaptation requires reading signals early and acting boldly. The future belongs to those who hear it coming and have the courage to act on what they hear.

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How to Sell Better using AI (no tech skills required)

By / / AI & Data, Sales Planning, Sales Skills, Sales Tips

In 30 seconds

Many sales teams struggle with AI adoption despite promising stats showing 90% faster proposals and 30% higher email response rates. The gap isn’t sales capability, it’s practical AI application. Our focused 90-minute sessions teach human-AI collaboration for research enhancement, communication amplification, and administrative efficiency. Teams achieve 60% more demos booked, 10+ hours saved weekly, and 66% productivity gains by using AI to enhance existing expertise, not replace it. We help sales professionals cut through the noise with practical guidance on accessible tools that deliver immediate value without requiring technical expertise.

In 2 minutes

Start Small: Cut Through the AI Hype …

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The Critical Soft Skills That Make Sales Teams Unstoppable in the AI Age

By / / AI & Data, Business Growth, Communication, Sales Skills, Soft skills

In 30 seconds

As AI grows more sophisticated, human connection skills become even more valuable. According to Salesforce’s 2024 State of Sales report, 83% of sales teams using AI saw revenue growth compared to just 66% of teams without AI. When AI handles data gathering, the competitive edge shifts to relationship building and creative problem-solving. Active listening uncovers emotional drivers AI misses, while strategic questioning reframes a client or prospects’ thinking. Empathy creates durable advantages by recognising how business changes affect people’s stress and timelines. Creative problem-solving translates AI insights into tailored solutions. Organisations investing in human skill development alongside AI gain stronger relationships and innovative, lasting advantages.

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AI is Everywhere, But Without Your People, It’s Going Nowhere

By / / AI & Data, Attitudes & Behaviours, CRM

In 30 seconds

In a C-suite meeting, AI’s promise is clouded by confusion. Your inbox overflows with AI pitches: chatbots, analytics, automation. Where to start? One client is learning the hard way, investing in AI only to face resistance. Past CRM failures (47-63% fail due to poor engagement) and ERP implementations (60% fail) show the cost of ignoring people. Don’t repeat these mistakes. Lead with people: assess team needs, build confidence with small AI wins, develop critical skills like strategic thinking, and foster safe experimentation. Measure human outcomes like satisfaction and growth to ensure AI empowers teams for lasting competitive …

AI is Everywhere, But Without Your People, It’s Going Nowhere Read Post »

ai-at-your-side-not-in-your-place

Humans-in-the-Loop: Selling Smarter with AI

By / / AI & Data, Sales Relationships, Sales Skills, Sales Tips

In 30 seconds

As AI reshapes sales, success hinges not on replacing people, but on partnering with machines. The “human-in-the-loop” model lets AI do the heavy lifting -analysing data, predicting behaviour, and automating tasks- while humans bring empathy, strategy, and ethical judgement. Like doctors interpreting AI-generated diagnostics, sales professionals must translate insights into value-driven conversations. You decide which leads matter, tell the story behind the data, and build trust that machines can’t replicate. In a world of rising automation and risk, human connection is your competitive edge. With AI at your side, not in your place, you drive better decisions, …

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Apple’s Call Screening: A Game-Changer for Smarter Prospecting in Sales & PR

By / / AI & Data, Networking, Prospecting, Sales Skills, Self Promotion

In 30 seconds

Apple’s iOS 26 call screening feature, requiring callers to state their name and purpose before the phone rings, is reshaping cold calling. With over half of Australia using iPhones, this shift challenges outdated spray-and-pray tactics. But it’s not the end, it’s an upgrade. At Barrett, we see this as an opportunity to improve prospecting: lead with relevance, personalise outreach, leverage referrals, and engage online. Smart, respectful contact builds trust and cuts through the noise. This change pushes us toward better sales practices, more human, more thoughtful, and more effective. Cold calling isn’t dead; it’s evolving. The future belongs to those who adapt.

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AI: Your Ally for Better Client Engagement & Sales Success

By / / AI & Data, Communication, Innovation, Prospecting, Sales Market Segmentation

In 30 seconds

AI is my ally, revolutionising sales and client service with enhanced productivity and engagement. Robotic Process Automation streamlines CRM tasks, while Natural Language Processing (NLP)-powered chatbots deliver tailored responses. AI-driven market research crafts targeted pitches, boosting conversions. Machine Learning outperforms LinkedIn’s searches, pinpointing prospects, and Deep Learning ensures empathetic communication. Choose reliable AI, but beware: an AI-generated prospecting call recently lacked authenticity, so I hung up. Always make real calls and review AI content for your voice, using AI as a co-creator. By 2030, soft skills will dominate, with AI freeing you for authentic relationships. Barrett …

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digital_stagecraft_engage_communicate_and_sell_better_in_the_digital_age

Digital Stagecraft: Engage, Communicate & Sell Better in the Digital Age

By / / AI & Data, Brand & Reputation, Sales Presentation & Grooming, Soft skills

In 30 seconds

With Gartner predicting in the near future that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels, reflecting a substantial move towards digital-first engagement, Digital Stagecraft is an essential skill set combined with critical soft skills we need to master if we want to sell effectively in a hybrid world. Digital Stagecraft, a term I developed to describe this vital skill set, is about commanding your online and virtual presence with finesse—grabbing attention with polished pitches, building trust through clear messaging, and converting interest into action with seamless virtual tours or demos. …

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