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Selling can be an Act of Kindness

By / / Blog, Collaboration, Common Ground, Selling Better

Since I started my sales careers almost 40 years ago, I have met thousands and thousands of salespeople and sales leaders and I can tell you many stories about these encounters, but what I want to focus on today is what I believe to be the motivation driving the vast majority of these sales and service people and sales leaders: their desire to help people, their clients, be successful and do the right thing by them.

Very few salespeople that I have met want take undue advantage of others, even when pressed to meet targets and hit budgets. Most salespeople are …

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The Economic & Business Case for Decarbonising Sales Operations

By / / Attitudes & Behaviours, Blog, Decarbonising, Environment & Sustainability, Ethics & Values, Sales Trends, Sustainability & Environment

In Sales Trend 2 of the Barrett 12 Sales Trends Report for 2022 the numbers speak for themselves, but we still looked a bit further into the business case for decarbonising sales operations.

This is a condensed version of Sales Trend 2, to read the original version you can download the report for free.

The numbers speak for themselves

When it comes to the economic case to decarbonise, the numbers speak for themselves.

In Australia:

Cost of keep on going as we are now over the next 30 years:                                  $ 1,890,000,000,000

Cost of achieving net-zero emissions …

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Why your company needs a Sales Strategy & Operations Audit NOW

By / / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

The answer: Conduct a Sales Strategy & Operations Audit.  

However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

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Soft Skills, Selling, and Micro-credentials

By / / Blog, Customer Service, Education in Sales, Life Skills, Sales Skills, Sales Training, Selling Better

How systematically are you and your team developing Soft Skills?

Soft Skills are now seen as the new hard skills for the 4th Industrial Revolution. They are referred to as employability and enterprise skills. They are transferable between industries and occupations. Soft skills include things such as communication, teamwork, and problem solving, as well as emotional judgement, professional ethics, and global citizenship. These universal soft skills also form the foundations of good selling and customer service.

Deloitte Access Economics forecasts that soft skill-intensive occupations will account for two-thirds of all jobs by 2030, compared to half of all jobs in 2000. The …

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What to do when you can’t host your sales conference, yet!

By / / Blog, Sales Conference, Success, Teamwork

The traditional season for national sales conferences in Australia is in January and February, however it’s been a bit tricky to host this kind of events over the past two years, for obvious reasons.

With optimism in the air in late 2021 for a sales conference season in 2022, all hopes were dashed as the Omicron wave halted these plans, pushing sales conferences out a few months, or seeing them cancelled once again.

But why place so much importance on sales conferences in the first place? They are expensive to host, and they take salespeople off the road when they could be …

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The Moral Case for Decarbonising Sales Operations

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Decarbonising, Environment & Sustainability, Ethics & Values, Sales Trends, Sustainability & Environment

Sales trend 1 of the Barrett 12 Sales Trends Report for 2022 is the moral case for decarbonising sales operations.

This is a condensed version of Sales Trend 1, to read the original version you can download the report for free.

I became consciously aware of climate change and its physical, economic, and moral impacts in 1989, even though scientists had been talking about this since the 1970s. Since then, I’ve been actively informing myself about climate science and the changes required to create a sustainable future for all with my first act of climate awareness being a switch to …

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Barrett Sales Trends 2022 Decarbonising Sales Operations

12 Sales Trends for 2022 – The event

By / / Blog, Decarbonising, Sales Tips, Sales Trends, Uncategorized

On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 – Decarbonising Sales Operations.

A panel of experts in different fields discussed some of the topics in the report and contributed their insight, stories and case studies to create a rich session full of interesting and inspiring ideas.

The panel: Cathy McGowan, Keith Badger, Jo O’Reilly and David Lunn

MC: Sue Barrett

You can watch the whole event here:

 

Here are some highlights and where to find them:

00:07 – 8:33 Welcome and Introduction (Sue Barrett)

8:34 – 12:01 Meet the panel

12:24 – 22:38 What’s your take on COP 26 and its outcomes (or …

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Selfishness is NOT next to godliness: An Antidote to Corruption

By / / Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Trust

The 9th of December is International Anti-corruption Day, and corruption is rife at the moment.

When you have senior politicians and business leaders downplaying their corruption as business as usual, Houston we have a problem.

The UN states “Corruption affects all areas of society. Preventing corruption unlocks progress towards the Sustainable Development Goals, helps protect our planet, creates jobs, achieves gender equality, and secures wider access to essential services such as healthcare and education. 

“The 2021 International Anti-Corruption Day seeks to highlight the rights and responsibilities of everyone – including States, Government officials, civil servants, law enforcement officers, media representatives, the …

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Barrett Sales Trends 2022 Decarbonising Sales Operations

12 Sales Trends for 2022 – Decarbonising Sales Operations

By / / 12 Sales Trends Pages Category, Blog, Sales Trends, Sustainability & Environment, Uncategorized

12 Sales Trends for 2022 – Decarbonising Sales Operations

The first issue of the Barrett 12 Sales Trends Report was published in December 2009. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in that report was about sustainable selling – about forging cultures that are based on legitimate business relationships which serve the environment, people, businesses, and communities.

We have talked publicly about the topic of sustainability ever since. In 2020 our sales trends report was titled ‘The time is NOW’ which was a clarion call to highlight that the world’s …

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The many ways of saying ‘no’ to a client

By / / Blog, Customer experience, Customer Service, Human-centred, Sales Driven Organisations

AND WHY IT IS IMPORTANT TO GET IT RIGHT

Ever wondered how your team or your colleagues convey a “no” to their customers when necessary? Or how consistent this kind of communication is across different account managers? Here is a real-life example, copied and pasted from the original emails.

Background: A bank customer asked his bank to reorganise his home loans, no change to the overall amount, just shifting the various parts to accommodate evolving market conditions.

In response to this request, the client was sent a new set of Terms and Conditions to sign. These new T&Cs included a paragraph about the …

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