lessons-from-sun-tzu-part-2-winning-the-right-customers

Winning the Right Customers: Lessons from Sun Tzu Part 2

By / / Business Growth, Sales Market Segmentation, Sales Strategy

In 45 seconds

Success in sales isn’t about reaching everyone – it’s about reaching the right people. Many businesses waste time chasing any potential lead, only to have their message lost in the noise. Sun Tzu reminds us that “Victorious warriors win first and then go to war.” The same applies to sales – those who position themselves strategically win before they even compete.

SMEs must occupy the right ground, understanding who they serve best and where competitors fall short. Instead of fighting on price or scale, they should compete with expertise, personalisation, and storytelling. A strong positioning strategy ensures businesses stand …

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lessons-from-sun-tzu-part-1-winning-smart-not-hard

Winning Smart, Not Hard: Lessons from Sun Tzu Part 1

By / / Business Growth, Sales Strategy

In 45 seconds

In today’s AI-driven marketplace, SMEs can’t compete on sheer volume like large corporations. Instead, success comes from strategic positioning, adaptability, and human connection. As Sun Tzu said, “Know yourself and your enemy and you need not fear the result of a hundred battles.” Understanding AI’s impact on sales—how it filters information and blocks traditional tactics—is essential.

SMEs must use AI as a tool, not a replacement, prioritise authenticity over automation, and focus on depth, not breadth. A clear go-to-market strategy ensures businesses reach the right audience with compelling messaging. Success isn’t about doing more—it’s about doing the right things …

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Barrett 30 years blog 750x280

A Journey of 30 Years: Taking the Road Less Travelled with Humanity at the Core

By / / Business Growth, Everybody Lives By Selling Something, Leadership, Sales Pioneer

In 45 seconds

In 1995, with just $3,000, I set out to transform sales from soulless transactions to human-centred connections based on trust and shared value. Thirty years on, this philosophy has not only endured but become a cornerstone for navigating today’s complex business world.

The journey has been extraordinary, built on key lessons: humanity always wins, systems bring clarity, purpose drives progress, collaboration fosters change, and human-centred practices break down silos. Barrett’s Sales Operating System exemplifies this, turning chaotic sales processes into scalable success.

Inspired by David Bowie’s courage to embrace change, I’ve made it my mission to empower businesses and people …

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top-ten-action-plan-2025

2025: Top 10 Action Plan for Leaders, Teams & Capability Builders

By / / Blog, Business Growth, Human-centred, Hybrid Selling, Leadership, Learning and Development, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Results, Selling Better, Success

In 20 seconds

As we step into 2025, it’s clear that the fundamentals of trust, empathy, and delivering value remain timeless. However, the tools, methods, and contexts in which we operate are changing rapidly. Success lies in balancing these enduring principles with a willingness to adapt, innovate, and lead with clarity, commitment, and courage.

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Navigating the Brave New World of Sales

Navigating the Brave New World of Sales

By / / Attitudes & Behaviours, Blog, Business Growth, Human-centred, Hybrid Selling, Innovation, Leadership, Opportunity, Remote selling, Sales Trends

In 45 seconds

Key Insights from the Barrett Event (28/11/24) with Alex Fein, RedBridge and Sue Barrett, Barrett:

Erosion of Trust:

  • Alex Fein discussed growing public scepticism toward institutions, media, and corporations, driven by a disconnect between personal expectations and failing public systems
  • Businesses need empathy and qualitative insights to understand and address these sentiments effectively

AI in Business:

  • Caution against over-reliance on AI; it enhances operations but cannot replace human connection
  • Leaders should use AI selectively to complement human-centred practices

Building Trust:

  • Sue Barrett emphasised long-term value creation over short-term wins
  • Businesses should focus on solving real problems to foster trust and deliver meaningful value

Modern Sales Practices:

  • Hybrid selling is …

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social selling

How Prepared Are B2B Sales Teams for Social Selling?

By / / Blog, Brand & Reputation, Business Growth, Networking, Sales Results, Sales Skills, Selling Better, Social Media, Social Sales, Soft skills

In 30 seconds

B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value and complex sales, but it must now complement the digitally driven strategies of social selling. The future of sales lies in blending the relationship-building power of social selling with the personal touch of phone calls, creating a seamless approach that adapts to the needs of modern prospects. By doing so, sales teams can work smarter, not harder, to achieve lasting success.

In 2 minutes

Social Selling—the process of using social media platforms to …

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team alignment

Why Team Alignment Is Your Greatest Profit Driver

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Sales Culture, Soft skills, Teamwork

In 30 seconds

Without alignment and between-team collaboration, companies lose more than revenue—they risk losing clients and employee morale. Miscommunication and silos lead to missed deadlines, poor service, and lower productivity. In today’s competitive market, alignment and building bridges are vital assets. Coordinated teamwork and open communication reduce costly mistakes and drive client satisfaction and profitability. By fostering a culture of collaboration, businesses can unlock the full potential of their teams, creating a high-performance environment that benefits clients, employees, and the bottom line.

In 2 minutes

Miscommunication and lack of coordination between departments are silent profit killers. There’s plenty of research from companies …

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wrap-up-october_2024

October Wrap Up

By / / Blog, Business Growth, Soft skills

Here’s a summary of everything we discussed in October: Why the intersection of self-awareness and consideration for others is key for successful teams and healthy businesses, the importance of deep practice to master soft skills and sales skills, the critical role that effective communication plays in business success, and how to navigate the challenge of providing value-based quotes with limited information from the buyer.

Self AND Other Awareness

In successful businesses, the dual focus on self-awareness and consideration for others fosters leadership effectiveness, adaptability, and emotional intelligence. It shapes collaborative team dynamics, customer relations, and conflict resolution. The intersection of self-awareness …

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training-session-communication

Why Didn’t We Learn This at School? – The Importance of Clear Communication

By / / Blog, Business Growth, Communication, Customer Service, Emotional Intelligence, Everybody Lives By Selling Something, Human-centred

In 30 seconds

Effective communication is critical for business success, yet it’s often overlooked in favour of technical skills. Miscommunication creates confusion, inefficiencies, and strains relationships, hindering progress. To thrive, organisations must embrace human-centred communication focused on clarity, empathy, and understanding. This involves providing precise instructions, using diverse communication modes, and keeping messages concise and digestible. With communication happening across multiple platforms, mastering professional online interactions is essential as well. Prioritising clear and empathetic communication fosters collaboration, strengthens relationships, and drives productivity and innovation within teams.

In 2.5 minutes

In school, we were taught how to solve equations, conduct experiments, memorise historical facts, …

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top-5-barrett-blogs

The Top Five of Q1

By / / Attitudes & Behaviours, Blog, Business Growth, Collaboration, Communication, Competition, Everybody Lives By Selling Something, Human-centred, Leadership, Procurement, Sales Leadership, Sales Skills

It’s the end of Q1 here in Australia and these have been the five most read blogs this quarter.

1) In a fast-paced sales environment, reflection is often overlooked. However, taking time to analyse experiences is crucial for growth.

The Power of Reflection for Sales Success

2) Excellence in sales team performance relies on a balance between well-established processes and individual agency.

Trend 5 – Process AND Agency

3) The revelations of corruption in the building industry highlight longstanding issues such as kickbacks and bribery, which erode public trust and fair competition. A corruption-free industry …

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