Hybrid Selling – rebuilding how we sell and buy

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, covid-19, Remote selling

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2021 explains how and why remote selling is here to stay.

COVID has completely reshaped how we do B2B sales with an almost exponential rise in the number of digital / remote client meetings being undertaken on video conferencing platforms such as Zoom, Teams, Skype, or Google. Video conferencing and chat has replaced face-to-face encounters overnight. By now, most of us would have experienced video conferences through a number of those platforms, helping us stay in contact to buyers and sellers. What started out as a crisis …

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Welcome to the age where less is more

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Brand & Reputation, covid-19, Environment & Sustainability, Marketing, Sales Trends, Selling Better, Sustainability & Environment

Sales trend 4 from the Barrett 12 Sales Trends Report for 2021 is about the unexpected changes that COVID brought about in relation to brands.

By guest author Ben Peacock, Founder of Australia’s sustainability and brand purpose specialists, Republic of Everyone.

Meh.

Everything was going so well. Survey after survey was showing people’s concern for the environment was finally translating to sales of products that promised to help do something about it.

Recycled rubber sneakers, carbon neutral phone plans, cafes run by street kids…sustainability was seeing a boom the likes it had never seen before. …

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Our Fragility Has Been Exposed. Now What?

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Procurement

Sales trend 2 from the 12 Sales Trends for 2021 Report is about what Procurement can do to help businesses become thrivers and survivors.

By guest author Ben Shute, CEO of Comprara

For Barrett’s 12 Sales Trends Report last year, my article – We change, or we burn – argued that the Bronze Age collapse was a warning we should heed. Due to the complex logistical nature of the procurement process behind the production of bronze, the world of the Bronze Age was highly interconnected and interdependent. A drought in the Indus Valley, for instance, …

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Reclaiming our senses & sense of self in the pandemic

By / / Blog, covid-19, Resilience, Wellbeing

Much has been written, discussed, and debated about the effects of the pandemic on our health, the economy, jobs, and society; and more is being raised about its consequences to our mental health and overall wellbeing.

Every day we learn about discoveries, observations, and insights on the impact of the pandemic on our working memory and concentration, our ability to deal with the social isolation, lockdowns, changes in habits, curtailed liberties, and so on, as well as our overall patience and ability to integrate all these changes without losing our minds in the process.

In Australia, at least, we appear to be …

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Has coronavirus made us more ethical consumers?

By / / Attitudes & Behaviours, Blog, Buying, covid-19, Environment & Sustainability, Ethics & Values, Sustainability & Environment

The pandemic has heightened our awareness about how we live, work, engage and consume.

But has it made us more ethical consumers?

Before we answer that question let’s first define what an ethical consumer is:

Ethical consumerism is a form of political activism based on the premise that purchasers in markets consume not only goods but also, implicitly, the process used to produce them. (Brittanica)

In other words, as ethical consumers we should be looking at the whole supply chain from sourcing of materials, to manufacturing, distribution and how we purchase, use, and dispose of our goods to see if it has …

Has coronavirus made us more ethical consumers? Read Post »

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2020 Sales Trends Virtual Event – The Time is NOW

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Collaboration, Common Ground, covid-19, Environment & Sustainability, Ethics & Values, Human-centred, Opportunity, Optimism, Remote selling, Sales Strategy, Sales System, Sales Trends, Selling Better

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What a year it has been. 

On Friday 13th March, as we were observing the COVID-19 situation we decided to postpone the Barrett Annual Sales Trend Breakfast, planned for March 25th.

Nine months later, on 25 November, we hosted our event virtually. We explored the 2020 Sales Trends, which seem to be even more relevant now than when we wrote them. For our virtual event we assembled our …

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Lessons I’m learning about myself & my business during COVID-19 – The Sequel

By / / Attitudes & Behaviours, Blog, Collaboration, Communication, covid-19, Life Skills, Resilience, Strategy, Teamwork

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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves to me this year, so I thought I would write a sequel.

The second part of the year presented more and different challenges, like the second and stricter lockdown in Melbourne, governments around …

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Why technique, discipline & hard work matter now & in the long run

By / / Attitudes & Behaviours, Blog, Coaching, covid-19, Ethics & Values, Life Skills, Self Development, Strategy, Success

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When I was 12 years old, I was getting ready to compete in the final of the 12 & under 100 metres Butterfly event at the Victorian Country Swimming Titles in the 1970s. The event was being held in Mildura, Victoria on the Australia Day Long Weekend in January which is at the height of summer. The day temperature was around 35°C. My race was …

Why technique, discipline & hard work matter now & in the long run Read Post »

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Hey, Sales Teams RUOK?

By / / Attitudes & Behaviours, Blog, covid-19, Resilience, Sales Coaching, Wellbeing

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Thursday 10th September 2020 is International ROUK day.

We thought it would be appropriate to reach out to all the sales teams out there who are navigating their way through the pandemic and acknowledge that selling is a challenging career at the best of times, and COVID-19 has added a whole new level of pressure that can affect our mental health and wellbeing.

We …

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Where have businesses been exposed during the crisis when it comes to Sales?

By / / Attitudes & Behaviours, Blog, covid-19, CRM, Prospecting, Remote selling, Sales Culture, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy

When the coronavirus pandemic took hold of the world in early 2020 it was nearly impossible to imagine the effect it was going to have in our lives and how it was going to affect our businesses and livelihoods.

Since March 2020, we have been tracking what’s happening with a range of businesses across markets and what they are doing, or not doing as the case may be, to adapt their sales processes, sales teams and strategies to stay in business, attract and retain customers, and sell better in the New Normal.

Having engaged with hundreds of leaders, including SME business owners …

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