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The Silent Coach

By / / Attitudes & Behaviours, Blog, Coaching, Sales Coaching, Sales Leadership, Sales Management

We’ve all seen the Business Development Managers (BDMs) who talk the talk of prospecting: they attend conferences, absorb sales advice, and quote best practices. Yet, when it’s time to act – to pick up the phone and engage – they hesitate. As a result, their skills remain untapped, opportunities slip by, and their potential goes unrealised.

This scenario finds a surprising parallel in the world of sales management. Consider a sales manager, equipped with coaching skills and development tools, overseeing a team poised for support. This setup holds tremendous potential to unlock greatness within the team. However, much like the BDM …

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Sales Trend 6 – External Sales Training AND Internal Knowledge

By / / Blog, Education in Sales, Learning and Development, Sales Training, Sales Trends

This is Sales Trend 6 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

Combining external sales training with internal knowledge transfer is a trend for optimal sales team development. It’s a key factor to shift from just providing training to creating real change. External programs, whether off-the-shelf or customised, offer proven methodologies, efficiency, and broad industry insights. Internal knowledge contributes company-specific expertise, cultural alignment, product insights, and best practice. The synergy of both ensures well-rounded, tailored and relevant training programs with relevant and targeted content, equipping sales teams with a …

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Why a Sales Career is brilliant for women’s health & well-being

The Power of Being Highly Sensitive: My Journey from Misfit to Leader

By / / Blog, Sales Psychology

In 30 seconds

As a child, I always felt like an outsider. Discovering I was a HSP (Highly Sensitive Person) was a revelation. I turned my empathy and intuition into strengths, founding a company based on emotional intelligence and becoming an activist. I learned to navigate the sensory overload with self-compassion, activism, mindfulness, and physical activity. The world needs HSPs. Being highly sensitive is not a weakness, it’s a superpower waiting to be unleashed.

In 3.5 minutes

They say the world wasn’t built for people like me. As a child, I felt like a square peg trying to squeeze into a round …

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Curiosity: Your Key to Remarkable

By / / Attitudes & Behaviours, Blog, Business Growth, Collaboration

In 30 seconds

Curiosity, often seen in children, is essential for success, driving continuous learning and adaptation. It’s especially crucial for top salespeople and achievers across fields, fostering a desire to understand the world, technologies, and customer needs. Curiosity enhances problem-solving, encourages continuous learning, and aids in understanding others’ needs, adapting to change, and building trust. These traits are key in not just sales but all professional areas, allowing for a deeper connection with clients and staying ahead in an evolving world. Embracing curiosity can lead to growth, mastery, and further success, making it vital in every aspect of life.

In 1.5 …

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Theory of Mind: Stepping Into Someone Else’s Shoes

By / / Blog, Sales Psychology, Sales Relationships

In 30 seconds

Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It’s key for navigating any relationship, from work colleagues to family. By seeing things from someone else’s perspective, you can build trust, communicate effectively, and resolve conflicts.

Active listening, open-ended questions, and empathy are all ways to develop your ToM skills. While originally highlighted for salespeople, ToM benefits everyone – managers, teachers, friends – anyone who interacts with others. It’s a lifelong journey, but by practicing these skills, you can connect better and navigate interactions more smoothly.

In 1.5 minutes

The ability to see things …

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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and …

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The Double-Edged Sword of Communication Tools

By / / Blog, Collaboration, Communication, Customer-centric, Human-centred, Soft skills

In 30 seconds

Tech is great, but it’s only as good as the people using it. That’s especially true for communication.

But wait, there’s a catch. Tools like Slack and Teams, while helpful, can cause information overload and misunderstandings. Constant messages, unclear chats, and brief texts lacking context can create a communication mess.

On top of that, company culture and our own communication styles can add to the problem. Unclear goals, fear of speaking up, and even hidden biases can make it hard to talk openly.

The good news? These challenges can be fixed.

Strong communication builds bridges, not walls.

In 2 minutes

Communication is the lifeblood …

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Customer centric sales teams and people

The Cultural Shift in Salespeople

By / / Attitudes & Behaviours, Blog, Customer-centric, Human-centred, Sales Management, Sales Methodology, Selling Better, Soft skills

In 20 seconds

Today’s sales need a customer-centric makeover. Traditionally focused on transactional deals, salespeople must now prioritise understanding customer needs and building relationships. This requires emotional intelligence, collaboration, and a focus on long-term value. Sales leaders must guide this shift by identifying skill gaps, providing training, and fostering a customer-centric culture. This empowers salespeople to thrive in the new era of sales.

In 2 minutes

Customer-centricity is now a common focus of many businesses, and while most of those think of themselves as customer-centric, chances are they are not.

Customer-centricity is rarely a whole-business approach -how it should be- and to complicate things …

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Sales Trend 3 – Humans AND Tech in Synergy

By / / Attitudes & Behaviours, Blog, Human-centred, Sales Trends

This is Sales Trend 3 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

This trend is about the pivotal role that the synergy of humans and technology brings to advance business success. Humans bring innovation, creativity, and customer-centricity, while technology facilitates data-driven decisions and operational efficiency. This collaboration ensures adaptability, robust risk management, and heightened productivity. The amalgamation of ethical considerations benefits from technology-enabled monitoring and human ethical reasoning. Businesses embracing this human-technology alliance gain a competitive edge by leveraging the strengths of both realms for unparalleled innovation …

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supplier beware

Big Fish, Small Bait: Suppliers Beware

By / / Attitudes & Behaviours, Blog, Buying, Procurement, Uncategorized

In 20 seconds

Small businesses beware. Big company contracts often favour the buyer. Watch out for red flags like unfair IP ownership, exclusivity clauses, and unclear payment terms. To negotiate a fair agreement, research industry practices, seek expert advice, build relationships with the procurement team, and be prepared to walk away if needed. Protect your IP and business, even against what it can look like tempting offers. Don’t be afraid to stand up for your business’s worth.

In (just over) 2 minutes

At the heart of Barrett’s Selling Better philosophy is creating the conditions for a fair exchange of value and mutual prosperity …

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