It’s time for Hybrid Sales Teams & Hybrid Businesses

By / / Attitudes & Behaviours, Business Acumen, Solution Selling

There comes a time when we realise that amidst change we cannot keep living the old way, doing the same old things expecting different outcomes.

This time has come for Product Selling. Product or Transactional Selling, especially in B2B and complex B2C, is now obsolete.

However, the amount of product companies that are now finding they are rapidly losing margins and being reduced to commodity traders is staggering. We have the makings of a perfect storm where customers are taking full advantage of these conditions at the expense of the product companies.

Many product companies have fallen prey to the ‘ It’s time for Hybrid Sales Teams & Hybrid Businesses Read Post »

Warren Buffett’s wisdom and effective sales team

By / / Attitudes & Behaviours, Business Acumen, Sales Culture, Sales Driven Organisations

How can we build effective sales teams for the short and long term?

This is the perennial question that has been asked by sales managers and business leaders for years.

The simple answer is bit by bit, over time by investing wisely in the right things.

Warren Buffett knows a thing or two about investing and his insights and wise counsel hold very true for building highly effective sales teams. Here are some of his famous quotes and how we see them in relation to building sales teams:

  • There are no bonus points for complicated investments. The truly big investment idea can usually be …

    • Warren Buffett’s wisdom and effective sales team Read Post »

    What we cannot control in sales

    By / / Attitudes & Behaviours, Business Acumen, Competition, Resilience, Sales Research, Sales Strategy

    Last week we talked about what we can control and influence in sales, especially in uncertain times.  This week is looking at what we cannot control in sales and how to learn to live with it.

    What (and who) we cannot control

    Let’s face it, we operate in a complex world where many things are outside our direct control and influence, yet these very things can influence and affect ourselves, our clients, markets, and communities. There are some very interesting frameworks that can help us separate out a range of factors that affect our market places, communities, and countries.

    • [1]PEST analysis (‘Political, Economic, …

    What we cannot control in sales Read Post »

    Why we need Sales Superheroes

    By / / Business Acumen, Sales Trends, Uncategorized

    Why do we need Sales Superheroes?

    This question and its answer became evident at the inaugural 12 Sales Trends Annual Business Breakfast hosted by Barrett.  Focusing on what to do in light of the 12 Sales Trends for 2014 – The Thinking Sales Organisation, business and sales leaders from a wide range of industries gathered to listen to our guest speaker James Thomson, Companies & Markets editor of The Australian Financial Review  and the Barrett team discuss how we can navigate our way in 2014 and beyond and …

    Why we need Sales Superheroes Read Post »

    The History of Sales Methodologies

    By / / Business Acumen, Complex Selling & Transactional Selling, Education in Sales, Sales Culture, Sales Excellence Acadamy, Sales Research

    Have you ever wondered just how many sales methodologies are out there and which ones work and which ones don’t?

    Maybe you haven’t given much conscious thought to this subject but then again maybe you have.  Either way, if you are in sales or run a sales team or business and want to be more effective and successful it’s critical that you know what sales methodology will work best for you and your customers.

    Unfortunately, the business world has been littered with more dubious sales methodologies than there are effective ones. Our business, at Barrett, is to …

    The History of Sales Methodologies Read Post »

    7 differences between Sales and Marketing

    By / / Business Acumen, Collaboration, Education in Sales, Marketing

    If any business is going to thrive in the 21st century it’s vital that we all have a clear understanding of how Sales and Marketing can work effectively together in our businesses. For too long, there have been unfruitful turf wars between sales and marketing teams. For too long, too many people have been fooled into believing that ‘sales’ lives under marketing’s mandate. And for too long, too many people have been calling ‘selling’ marketing which it is not.

    We need to redress these issues once and for all and properly define

    7 differences between Sales and Marketing Read Post »

    Why addressing Risk is 3 times more important than the benefits

    By / / Attitudes & Behaviours, Business Acumen, Education in Sales, Neuroscience in Sales, Sales Psychology, Sales Skills

    Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales for years. Think of all the time, effort and money that goes into meetings, brainstorming sessions, designing and creating glossy brochures and marketing materials (hard copy and virtual) to define and promote the benefits of what we do and offer. …

    Why addressing Risk is 3 times more important than the benefits Read Post »

    Scroll to Top