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Is your tech stack full but your calendar empty? Let’s talk about the Conversation Gap

By / / AI & Data, Communication, CRM, Sales Growth, Sales Skills, Sales Training, Selling Better

In 30 seconds

The Problem:  B2B sales teams have world-class CRM systems and cutting-edge AI tools, yet pipelines are stalling. Research shows technology usage alone explains less than 1% of sales performance variation. Only 37% of reps believe their organisations fully leverage CRM tools, while 75% say their sales training is ineffective. Teams are drowning in data but starving for strategic conversations.

The Shift:  From measuring CRM logins to measuring conversation quality. From activity metrics to access rates with economic buyers. From feature discussions to business outcome articulation. The gap isn’t your tech stack – it’s your conversation stack: the human capability to navigate stakeholder dynamics, build trust, and differentiate on value rather than price.

The Solution: Build systematic frameworks for human conversations first. Then integrate AI for research and administration. AI handles the data; humans handle the dynamics. Stop measuring only activity. Start measuring access to decision-makers, stakeholder coverage, conversation quality, and trust indicators. Your tech stack should amplify human capability, not replace it.

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AI is Everywhere, But Without Your People, It’s Going Nowhere

By / / AI & Data, Attitudes & Behaviours, CRM

In 30 seconds

In a C-suite meeting, AI’s promise is clouded by confusion. Your inbox overflows with AI pitches: chatbots, analytics, automation. Where to start? One client is learning the hard way, investing in AI only to face resistance. Past CRM failures (47-63% fail due to poor engagement) and ERP implementations (60% fail) show the cost of ignoring people. Don’t repeat these mistakes. Lead with people: assess team needs, build confidence with small AI wins, develop critical skills like strategic thinking, and foster safe experimentation. Measure human outcomes like satisfaction and growth to ensure AI empowers teams for lasting competitive …

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Why Quick Fixes Fail: Unleashing Sales Growth with a Sales System Approach

By / / Business Growth, CRM, Sales Growth, Sales System

In 30 seconds

In today’s fast-paced business environment, many organisations fall into the trap of seeking quick fixes to complex sales challenges. Point solutions—single-focus tools or training programs—promise immediate improvements but often fail to deliver lasting results. While these approaches might seem like a convenient answer to pressing sales issues, they overlook the intricacies of a dynamic sales operation. To truly excel and sustain growth, businesses need to move beyond these isolated fixes and embrace a Sales System Approach, a comprehensive operational framework that aligns every element of the organisation’s sales strategy and sales processes with broader business goals. This shift from short-term solutions to a holistic, integrated framework is essential for long-term success in sales.

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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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Why Customer Service Teams are your new salespeople & profit centre

By / / Blog, CRM, Customer experience, Customer Service, Sales Driven Organisations, Sales Results

Did you know that most businesses are unaware of the repeat business and new sales opportunity potential that lies within their customer service teams?

There’s a stat going around that says around 65% of business sales come from repeat customers. There are various sources given for this information, mostly based in the US. This percentage would vary between industries, business size, etc.; however, no matter how big or small that percentage is, the fact is that most of those sales are realised by customer service teams, not sales teams.

Did you also know that customer service management is much more critical than …

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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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Back to sales basics

By / / Attitudes & Behaviours, CRM, Education in Sales, Marketing, Prospecting, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Tips, Social Media

I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so much to get my head around, and so much to integrate into my business that it can take up a lot of time… and it only seems to be increasing.

This is why I want to get back to basics.

As I wade through all of the …

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Driving Sales with Marketing Automation – Part III of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

5 things to be wary of when implementing marketing automation in your business

Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ series of 3 articles.

There are many things to be wary of in this space. There are lots of false prophets and digital content marketing gurus out there promising nirvana in this space. As Sue points out, too many people still want to avoid the topic and …

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Driving Sales with Marketing Automation – Part II of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

5 ways to implement marketing automation in your business

Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles.

Sue states that delivering effective sales and marketing strategies requires a disciplined approach. ‘Less is more’ is also a good reminder when looking at how to get the best results out of Marketing Automation.

Before you launch marketing automation you first need content that aligns with your sales strategy, your purpose, your …

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Driving Sales with Marketing Automation – Part I of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

The ‘Driving Sales with Marketing Automation’ series of 3 articles has been developed by Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett. Rishad and Sue will present ideas, concepts, research and findings about how to make the most of marketing automation and sales activation.

Why?

Because marketing automation has become the new digital buzzword, with many adopting it under the impression that it is a quick fix for lead generation and repetitive tasks. While its popularity is evident you will find it is not the silver bullet to more sales in of itself. Like anything, we need …

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