reclaiming-our-senses-and-sense-of-self-in-the-pandemic

Reclaiming our senses & sense of self in the pandemic

By / / Blog, covid-19, Resilience, Wellbeing

Much has been written, discussed, and debated about the effects of the pandemic on our health, the economy, jobs, and society; and more is being raised about its consequences to our mental health and overall wellbeing.

Every day we learn about discoveries, observations, and insights on the impact of the pandemic on our working memory and concentration, our ability to deal with the social isolation, lockdowns, changes in habits, curtailed liberties, and so on, as well as our overall patience and ability to integrate all these changes without losing our minds in the process.

In Australia, at least, we appear to be …

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CPD for Sales Professionals – it makes sense

By / / Blog, Education in Sales, Sales Driven Organisations, Sales performance, Sales Skills, Sales Training

The very best sales training isn’t a once-a-year event, it’s ongoing, perpetual, and it’s about mastery and evolution.

Achieving mastery in any profession requires awareness and understanding about self and the elements required to be effective in that profession – knowledge, skills, mindset, processes, tools. It also requires that we continue to measure and develop ourselves to these standards.

That is why some professions, like law, accounting, financial planning, engineering, nursing, medicine, etc. require people to keep up their CPD education -Continuing Professional Development- or risk losing their licence to practice. They collect points over the year for all …

CPD for Sales Professionals – it makes sense Read Post »

Has coronavirus made us more ethical consumers?

By / / Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Ethics & Values, Sustainability & Environment

The pandemic has heightened our awareness about how we live, work, engage and consume.

But has it made us more ethical consumers?

Before we answer that question let’s first define what an ethical consumer is:

Ethical consumerism is a form of political activism based on the premise that purchasers in markets consume not only goods but also, implicitly, the process used to produce them. (Brittanica)

In other words, as ethical consumers we should be looking at the whole supply chain from sourcing of materials, to manufacturing, distribution and how we purchase, use, and dispose of our goods to see if it has …

Has coronavirus made us more ethical consumers? Read Post »

sigh-we-really-want-to-help-you

Dear prospects – salespeople are not mind readers

By / / Attitudes & Behaviours, Blog, Buying, Prospecting

Dear (certain) prospects,

We, as most businesses, put a lot of work into making it easy for you to find us when you are in need of our services, and rejoice when you contact us. We are ready to help you -or at least, find out IF we can help you- but alas, we are not mind readers.

To assess whether we can help you or not, we first need your help – we need you to answer our questions.

So when having reached out to us, you act cryptic or scarce with your information, despite us asking you effective questions, we can’t …

Dear prospects – salespeople are not mind readers Read Post »

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12 Sales Trends for 2021 – The rebuild

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

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2020 has been one of the most trying years for many generations and we can’t wait for it to finish. We are over it and impatient for a sense of control, some degree of certainty, something more solid on which to build a better future as we look into the horizon to see what’s coming next, what the ‘new normal’ will look like, and when does …

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pool-prospecting-clients-system

We have to talk about prospecting

By / / Assessments, Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales performance

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Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to benefit from knowing how to prospect well. …

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difficult-or-just-different

Customer Experiences – Difficult or just different?

By / / Attitudes & Behaviours, Blog, Common Ground, Communication, Customer experience, Customer Service, Human-centred, Solution Selling

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2020-sales-trends-virtual-event--the-time-is-now

2020 Sales Trends Virtual Event – The Time is NOW

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Collaboration, Common Ground, covid-19, Environment & Sustainability, Ethics & Values, Human-centred, Opportunity, Optimism, Remote selling, Sales Strategy, Sales System, Sales Trends, Selling Better

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What a year it has been. 

On Friday 13th March, as we were observing the COVID-19 situation we decided to postpone the Barrett Annual Sales Trend Breakfast, planned for March 25th.

Nine months later, on 25 November, we hosted our event virtually. We explored the 2020 Sales Trends, which seem to be even more relevant now than when we wrote them. For our virtual event we assembled our …

2020 Sales Trends Virtual Event – The Time is NOW Read Post »

putting-the-trainer-back-into-sales-management

Putting the Trainer back into Sales Management

By / / Blog, Coaching, Education in Sales, Sales Coaching, Sales Essentials, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Skills, Sales Training

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Training salespeople is vital to healthy and sustainable sales performance. With markets becoming more complex and changing at rapid rates, ongoing development measures are imperative to help salespeople stay up to date and effective. Training needs to be periodic for it to have any effect. Regular ‘mini’ training sessions in short, sharp bursts combined with one-on-one coaching in the field makes for better and better sales …

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lessons-I-am-learning-about-myself-and-my-business-during-COVID-19

Lessons I’m learning about myself & my business during COVID-19 – The Sequel

By / / Attitudes & Behaviours, Blog, Collaboration, Communication, covid-19, Life Skills, Resilience, Strategy, Teamwork

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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves to me this year, so I thought I would write a sequel.

The second part of the year presented more and different challenges, like the second and stricter lockdown in Melbourne, governments around …

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