Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
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In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
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Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and…
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Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example. For instance, while driving your car, do you ever want to switch lanes…
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For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales…
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Sales Trend 3 of Barrett’s 12 Sales Trends for 2016 is Selling is everybody’s business. For a long time businesses have been focusing on how to achieve better sales results.…
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Recently, the Australian Prime Minster, Malcolm Turnbull urged and encouraged Australians to be more creative, develop new opportunities and drive innovation to grow our economy and secure a better economic…
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Every business needs to prospect for new clients and customers, even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need…
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Barrett’s Sales Trend 10 for 2015 is ‘Oops! I’m in sales’. The general stereotypical view of selling and salespeople has remained relatively stable over the past 50 or so years,…
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Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at…
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