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

By / / Blog, covid-19, Entrepreneurship, Ethics & Values, Sales Leadership, Sales Strategy

This crisis is, in my humble opinion, a test of character for me and I would say for many other people.

It has put everything I care for, value and taken for granted on notice. Not that I wasn’t aware of or didn’t pay attention to these things before. I am a very attentive and purposeful person; however, this pandemic has put everything on the table for a thorough examination.

I recall, as the COVID-19 shutdown hit, the very first thing I did was gather my team together and I said this:

“Our number one goal is to stay together and …

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Lost sales revenue? – Start fixing it now

By / / Blog, covid-19, Opportunity, Sales Essentials, Sales Results

Many SMEs have, at the moment, a sales revenue problem mostly due to the challenges that have been brought about by the pandemic.

The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find and realise opportunities in the current conditions.

Waiting for the phone to ring or a lead to come in and not knowing how to look at other markets for revenue opportunities is …

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What are we selling now in a post-consumerism world?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, Environment & Sustainability, Sales Trends, Selling Better, Sustainability & Environment

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2020 explores the issues around consumerism, waste, and the role of sales in a post-consumerism world.

This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

What are we selling now?

Consumerism has been the main driver of economic growth and business performance, lifting people out of poverty since the late 1940s which saw many millions of people get access to amazing innovations in products and services that make their lives much more …

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Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19?

By / / Blog, Communication, covid-19, Education in Sales, Networking, Opportunity, Prospecting, Sales Meetings, Sales Skills, Sales Training, Success
Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams?

The early signs say ‘yes’, but let’s take a closer look at what’s happening.

Many things have been tossed up in the air with the advent of the COVID-19 crisis.

Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb, state and international boundaries. It’s something many of us are getting used to.

Whether it’s Zoom, MS Teams, Skype, Facetime, WhatsApp or even the humble telephone, staying in touch and communicating with people is vital …

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25 years of helping people and businesses sell better for a sustainable future

By / / Blog, Entrepreneurship, Ethics & Values, Human-centred, Sales Pioneer, Selling Better, Success, Vision, Mission & Purpose

This year we are celebrating 25 years in business.

Barrett opened on January 9th, 1995 with $3,000 and a purpose of helping people & businesses sell better now and for a sustainable future. Here’s our story in a just-over-4 minutes video about our journey so far.

Or if you prefer to read about it, here’s the transcript:

“Two years ago, I asked the Executive GM of a listed company to go out on a limb.

His business was in flux and sales falling. Like many leaders, he thought sales training was THE solution.

Training would happen, I said, but not yet.

Instead, I asked him to, …

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Human-centred sales operations – Being Businessworthy

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Sales Strategy, Sustainability & Environment, Systems Thinking

Sales trend 4 from the Barrett 12 Sales Trends Report for 2020 is about what being human-centred means for businesses.

All business people know the concept of being creditworthy. That’s about not losing other people’s money.

Enter the Business for Peace Foundation[1], established in 2007 in Oslo, Norway, which has developed the concept of Being Businessworthy.

Being Businessworthy means being human-centred and purpose-led.

This shift to a more holistic approach to doing business is having a profound effect on how businesses operate, including how they set up their sales teams, sales operations and value chains.

The latest research in …

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The Time is NOW for Purposeful Optimism

By / / Attitudes & Behaviours, Blog, Collaboration, covid-19, Innovation, Life Skills, Opportunity, Optimism, Purposeful Optimism, Resilience, Sales Essentials, Sales Skills, Sales Strategy, Selling Better, Strategy, Success, Wellbeing

I get the feeling, at this stage of the COVID-19 crisis, that many of us feel like we are living in a kind of ‘Twilight Zone*’ – an ambiguous area between the boundaries of two concepts, conditions – a grey zone; or a state of surrealism, where things that should not make sense seem to do so; or an indefinite or transitional condition. Take your pick.

For many of us, everything we have taken for granted or accepted as standard has been thrown into question. If you’re like me, you’re likely asking yourself, your family, your team, your clients and suppliers, …

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The Unsung Heroes of Brand Success

The Unsung Heroes of Brand Success

By / / Blog, Brand & Reputation, Collaboration, Customer Service, Marketing, Sales Training, Success

“Mirror, mirror, on the wall, who is the greatest of them all?”

The majority would cry Brand of course – brand maketh the company. This includes brand aesthetics, logos and messaging (branding and promises), product design, marketing activities (advertising, social media, etc.), brand recognition, and so on.

When we talk about famous successful brands such as Apple, we know that they have big – read huge – marketing budgets. They have invested heavily to make it just right. Those most successful, like Apple, have also managed to create a large loyal following base which makes them the greatest of them all.

The power …

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Global Trends

By / / 12 Sales Trends Pages Category, Blog, covid-19, Forecasting, Systems Thinking

Sales trend 1 of the Barrett 12 Sales Trend Report for 2020 is about what businesses and sales teams can do now to start making a difference for people and the planet.

Now is always a good time to confront an uncertain future. While forecasting accurately beyond 90 days is generally a coin toss, it is never pointless asking (and sharing) questions about the future and likely scenarios. This is especially useful if it flushes out clear dissenters, who may have an unconventional view or new information.

Predictions can also be over complicated – nominating odds …

Global Trends Read Post »

Are your sales conferences pumping or slumping?

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Collaboration, Communication, Sales Conference, Sales Culture, Sales Driven Organisations, Sales Strategy, Teamwork

*** Trigger Warning: May contain traces of sarcasm ***

We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations so we can get to the coffee station during the day and then the bar at night to start really engaging with our colleagues. During the day some relief can be found in the smartphones that everyone will be less and less discreetly looking at repeatedly, …

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