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Networking – Contacts and Connections

By / / Attitudes & Behaviours, Blog, Networking, Uncategorized

In 30 seconds

In networking, differentiating between contacts and connections is crucial. Contacts are like fledgling plants with shallow roots, while connections resemble sturdy trees with deep roots. Contacts are those you know but haven’t deeply engaged with, while connections are individuals with whom you’ve built trust and credibility over time. Balancing both in your network is key. It’s essential to avoid unrealistic expectations by not leaning on contacts prematurely. Instead, invest time in developing these relationships, ensuring trust and respect. By understanding these distinctions and applying a patient, farming approach to networking, you can create a robust and enduring professional …

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Navigating the Brave New World of Sales

Insights on Sales Strategy, Leadership, and more.

By / / Attitudes & Behaviours, Blog, Case study, Education in Sales, Emotional Intelligence, Human-centred, Leadership, Sales Strategy, Selling Better

This week we share our five most-read articles this year so far. In this collection, you will discover how internal teams are embracing selling, learn why a well-defined sales strategy is key to business success, explore the evolution of emotional intelligence to relational intelligence, and uncover the transformative power of clarity and courage in leadership. We also share insights into what consumers want.

1) We’re All in Sales – An Internal Team’s Journey

Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & …

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Barrett Sales Trends 2023 Humans at the Centre

Mastering Human-Centred Learning

By / / Blog, Education in Sales, Human-centred, Learning and Development, Sales Skills, Sales Training, Sales Trends, Selling Better

Sales Trend 11 from the Barrett 12 Sales Trends for 2023 is about Learning and Development.

By Jens Hartmann // Head of Learning and Development at Barrett

In 30 seconds

In the corporate world, the focus of learning and development (L&D) initiatives is shifting. Traditionally outcome-driven, organisations are now emphasising human-centred learning. With the advent of technology, training methodologies have diversified, offering online and remote options. While online learning can be effective, challenges like “online fatigue” and isolation persist. Human interaction remains vital, particularly for topics like communication skills. Studies show that a blend of online and in-person elements fosters …

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hybrid-selling is here to stay

Nurturing Soft Skills for Business Success

By / / Blog, Digital credentials, Education in Sales, Emotional Intelligence, Entrepreneurship, Life Skills, Sales Essentials, Sales Skills

In 30 seconds

Soft skills have taken centre stage in the 4th Industrial Revolution, becoming integral to employability and business success. These versatile abilities, spanning communication, teamwork, problem-solving, emotional intelligence, ethics, and global citizenship, are now more critical than ever. Deloitte Access Economics forecasts that by 2030, two-thirds of jobs will heavily depend on soft skills, marking a significant workforce transformation. Businesses, especially in sales and customer service, can gain a competitive edge and increase revenue by fostering these skills. Enhanced interpersonal and self-management proficiencies create healthier work environments. Contrary to the belief that soft skills are innate, they can be …

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Humans at the Centre of Buying & Selling

By / / Blog, Buying, Customer experience, Customer Service, Human-centred, Sales Process Maps, Sales Trends, sales-process-map

Sales Trend 10 of the Barrett 12 Sales Trends Report for 2023 is about the importance of designing human-centred buying-selling-servicing processes.

In 30 seconds

Buying-selling-servicing processes are the collection of interactions that take place between buyers and sellers. In B2B, these processes often lack structure, relying on personalities rather than procedures, risking client retention. B2C giants prioritise digital channels, often neglecting the customer experience.

To address these issues, businesses are embracing human-centred engagement and design. They seek to create less stressful, more meaningful interactions that consider ease and meaning for customers. The Net Easy Score (NES) measures interaction simplicity, while human-centred design focuses on understanding people’s needs and motivations.

These approaches shift away from rigid processes, emphasising human interactions, and balancing digital and in-person engagement.

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Everybody Lives by Selling Something

By / / Attitudes & Behaviours, Blog, Life Skills, Sales Culture, Sales Skills, Selling Better

In 30 seconds

The quote “Everybody lives by selling something,” attributed to Robert Louis Stevenson, emphasizes that everyone constantly engages in selling, whether products, ideas, or themselves. In a business context, all employees contribute to promoting their company, from salespeople to those in marketing, customer service, and representing the brand. This extends to internal departments as well, like Audit & Risk and Diversity & Inclusion. In our personal life, we continuously sell ourselves in job interviews, first dates, and social interactions. Successful selling relies on psychology and empathy, understanding customers’ needs and motivations. Mastering ethical selling empowers individuals and fuels opportunity, …

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sales mastery with cup

The Ever-Evolving Path to Sales Mastery

By / / Blog, Education in Sales, Sales Results, Sales Skills, Sales Tips, Sales Training, Success, Uncategorized

In 30 seconds

The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing skills. Salespeople need to master action-oriented strategies to uncover valuable business opportunities, they require self-discipline, prospecting, account planning, etc. and the ability to build human-centred client relationships to deliver value-based solutions. Accountability is key, and teamwork is vital for success. Sales is a profession driven by curiosity, helpfulness, and fairness. Sales mastery is not a destination; it’s an ongoing journey, a relentless pursuit of excellence in an ever-changing landscape.

In 2 minutes

The …

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What Sales Mapping Projects Can Reveal

By / / Blog, Business Growth, Leadership, Sales Leadership, Sales Process Maps, sales-process-map, Uncategorized

In 30 seconds

Sales process mapping is essential for delivering sales strategies and setting quality standards for sales and service teams. Beyond its known benefits, it uncovers valuable insights. For instance, one company’s overly strict credit department rejected many good deals, only revealed through mapping. Another organisation’s convoluted client engagement process led to internal conflicts and client dissatisfaction, causing 50% of new clients to leave within a few months of being onboarded. Such information is invaluable to leadership for transformation. Openness to challenging findings is key. Sales and service processes, being deeply human experiences, require assessment, mapping, alignment with business goals, …

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Why We Desperately Need Human-Centred Leaders

By / / Blog, Human-centred, Leadership, Sales Leadership, Sales Trends

Sales Trend 9 of the Barrett 12 Sales Trends Report for 2023 is about the rise of human-centred leadership principles and practices.

By guest author DUANE ATTREE // former Managing Director of POTENTIAL(X), Chief Commercial & Development Officer, BEAMTREE and now EXPLORER AT LARGE, in collaboration with Sue Barrett.

In 30 seconds

Leadership in the past 50-70 years emphasised charisma, strength, and wealth, but this model faces challenges. Current global issues, stagnating productivity, and employee disengagement demand a shift towards human-centred leadership. This approach prioritises people, empathy, and inclusivity, extending beyond technical skills. Empathy, particularly, is crucial for understanding others’ …

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