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Why Prospecting & BD Are Still Relevant

By / / Blog, Business Growth, Prospecting, Sales Results, Sales Skills, Selling Better, Success

In 30 seconds

Prospecting involves the identification of potential clients through targeted outreach. This leads to Business Development, where relationships with potential and existing clients are cultivated for ongoing opportunities. Despite the digital age, traditional skills like prospecting and business development remain crucial. Technology hasn’t replaced the need for building relationships and actively seeking opportunities. These skills enable sales professionals to establish rapport, build trust, and close deals. In an era where we are inundated with messages, a targeted approach through prospecting and business development is essential to stand out, as it ensures a lasting impression on prospects …

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Selling (Better) in Uncertain Times

By / / Attitudes & Behaviours, Blog, Business Growth, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

2024 heralds 41 years in professional selling for me and like many who’ve been around as long as I have, we’ve sold through several major crises including the GFC and major recessions, learning many lessons along the way. However, starting in 2020, we all had our mettle tested during and beyond the COVID pandemic. In all my years in business I don’t think I’ve ever witnessed as much change as we’re experiencing now. It reminds me of the quote ‘There are decades where nothing happens, and weeks where decades happen’.

Global supply chain disruption, numerous government elections and political scandals, wars …

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sales-process-map

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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Stacking Up Sales: Developing Sales Technology

By / / Blog, Business Growth, CRM, Forecasting, Performance Management, Uncategorized

In 30 seconds

Developing sales technology stacks is crucial for businesses that want to improve their sales processes. By implementing key components such as CRM, marketing automation tools, and sales enablement platforms, businesses can increase efficiency, better analyse data, and provide an improved customer experience. While there may be challenges in integrating these technologies and considering costs, the benefits far outweigh the obstacles. Investing in sales technology stacks can lead to significant improvements in overall sales performance and ultimately drive business growth.

In 2.5 minutes

In today’s fast-paced AI emergent business environment, it’s more important than ever to have the right tools and …

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Engaging, Human-centred Sales Strategies

By / / Blog, Business Growth, Human-centred, Sales Strategy, Sales Trends

In 30 seconds

Sales Strategy is essential to business success. It is how the business organises its sales efforts across the value chain to go to market and determine who you are going to sell to and how to create real value within the given market. A human-centred sales strategy builds trust and transparency within the sales team and with clients. To succeed, businesses must understand evolving customer needs, collaborate, make it easy to buy from them, and maintain competitiveness. Adopting an engaging, human-centred sales approach with an adaptive strategy and change management system benefits business ethics and the bottom line.

In 2.5 …

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Beyond Growthism: Selling Better for a Sustainable Future

By / / Blog, Business Growth, Environment & Sustainability, Human-centred, Sales Growth, Selling Better, Sustainability & Environment

In 30 seconds

Business growth and selling more are usually a top priority for business leaders, and this has been the case for the last 50 years But, our societies -with the rise of inequalities- and our planet -of limited resources and in a state of environmental degradation- cannot sustain growthism (growth for the sake of growing) anymore. We must look for better ways of doing business, models that deliver better outcomes for business, people, and the planet.

In 2 minutes

Business growth and selling more are usually a top priority for business leaders.

‘How do we sell more? How do we grow market …

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Sales Strategy: Driving Business Success

By / / Blog, Business Growth, Human-centred, Sales Strategy, Strategy

In 30 seconds

Sales Strategy is how a business organises its sales efforts to go to market, who it is going to sell to, and how it is going to create real value within the given marketplace with its customers.

A business strategy is essential, but it doesn’t materialise until sales takes it to the field. A sales strategy directs sales efforts with clarity and consistency, unlocking opportunities and driving better and sustainable results.

Sales strategy is the vital link that transforms ideas into action, ensuring that businesses thrive in the marketplace.

In 2.5 minutes

Sales Strategy is how …

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barrett-sales-trends-2023-trend-6-ai-and-humans

AI AND Humans

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

Sales Trend 6 of the Barrett’s 12 Sales Trend Report for 2023 is about the challenges and opportunities of incorporating AI in a human-centric business.

Interview with KARL MATTINGLY // Founder of DYSRUPT LABS

In 30 seconds

AI is a tool that saves time, money, and worry while uncovering valuable insights for businesses. Karl Mattingly, founder of Dysrupt Labs, emphasises the importance of human-centric AI. By reducing human error, AI can improve customer experience, accelerate discoveries, and enhance healthcare outcomes. Karl highlights the value of a hybrid human-AI approach, where AI partners with human experts to produce superior results. While …

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unlocking_success_in_sales

Unlocking Success: From Sales Challenges to Extraordinary Results

By / / Blog, Business Growth, Opportunity, Sales Growth, Sales Operations, Sales Research, Sales Results, Selling Better

In 30 seconds

We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we have taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.

In 2.5 minutes

As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for …

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Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

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