Deep Practice – The Path to Soft Skills & Sales Mastery

By / / Attitudes & Behaviours, Blog, Brain Science, Coaching, Education in Sales, Emotional Intelligence, Learning and Development, Sales Coaching, Sales Skills, Sales Training, Selling Better, Soft skills

In 30 seconds

Mastering soft skills, such as empathy, emotional intelligence, and active listening, is key to success in sales and service. These skills foster strong customer connections and help create value-driven solutions. Deep practice, a focused approach to skill-building, involves breaking down complex tasks outside of a person’s comfort zone into manageable steps and practising them intentionally and repeatedly. Sales and service professionals can refine their techniques through purposeful practice and immediate feedback. Leaders and coaches play a crucial role by guiding their teams through actionable steps, providing feedback, and fostering continuous improvement that translates into better performance.

In 2.5 minutes

Mastering …

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Rainmaking: Sales Approaches for Professional Services

Rainmaking: Sales Approaches for Professional Services

By / / Blog, Business Acumen, Business Growth, Education in Sales, Everybody Lives By Selling Something, Networking, RAIN maker, Self Promotion, Success

In 30 seconds

Professionals such as lawyers, accountants, and consultants, once reliant on local networks for referrals, now face a competitive landscape that demands mastery of sales and business development. This shift requires them to excel in client relationship management, balancing advocacy with inquiry to position themselves as trusted advisors. “Rainmakers” – those who consistently generate new business – stand out by treating clients as partners, maintaining a systematic approach, and focusing on high-potential opportunities. For younger professionals, mastering these skills is crucial for career advancement. Our RAIN Making program helps professionals sell effectively while maintaining service integrity, ensuring long-term success.

In …

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Sales Trend 6 – External Sales Training AND Internal Knowledge

By / / Blog, Education in Sales, Learning and Development, Sales Training, Sales Trends

This is Sales Trend 6 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

Combining external sales training with internal knowledge transfer is a trend for optimal sales team development. It’s a key factor to shift from just providing training to creating real change. External programs, whether off-the-shelf or customised, offer proven methodologies, efficiency, and broad industry insights. Internal knowledge contributes company-specific expertise, cultural alignment, product insights, and best practice. The synergy of both ensures well-rounded, tailored and relevant training programs with relevant and targeted content, equipping sales teams with a …

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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and …

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Why Humanity Sells Better

By / / Attitudes & Behaviours, Business Growth, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Sales Methodology, Sales Psychology, Selling Better

In 30 Seconds

The idea for the Selling Better movement and sales methodology started back on 9 January 1995, when I launched Barrett Consulting Group with just $3,000. I wanted to put humanity back on the corporate map which is why Selling Better isn’t about manipulation or pressure, but about genuine connection and shared value. This philosophy and its sales methodology replaces pushy sales tactics with authentic listening, building trust, and offering real benefits. Selling Better is a business savvy and emotionally intelligent way of selling.

Key advantages:

  • Personal Touch: Build strong relationships and understand your client’s needs.
  • Professional Powerhouse: Master sales skills …

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Navigating the Brave New World of Sales

Insights on Sales Strategy, Leadership, and more.

By / / Attitudes & Behaviours, Blog, Case study, Education in Sales, Emotional Intelligence, Human-centred, Leadership, Sales Strategy, Selling Better

This week we share our five most-read articles this year so far. In this collection, you will discover how internal teams are embracing selling, learn why a well-defined sales strategy is key to business success, explore the evolution of emotional intelligence to relational intelligence, and uncover the transformative power of clarity and courage in leadership. We also share insights into what consumers want.

1) We’re All in Sales – An Internal Team’s Journey

Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & …

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Barrett Sales Trends 2023 Humans at the Centre

Mastering Human-Centred Learning

By / / Blog, Education in Sales, Human-centred, Learning and Development, Sales Skills, Sales Training, Sales Trends, Selling Better

Sales Trend 11 from the Barrett 12 Sales Trends for 2023 is about Learning and Development.

By Jens Hartmann // Head of Learning and Development at Barrett

In 30 seconds

In the corporate world, the focus of learning and development (L&D) initiatives is shifting. Traditionally outcome-driven, organisations are now emphasising human-centred learning. With the advent of technology, training methodologies have diversified, offering online and remote options. While online learning can be effective, challenges like “online fatigue” and isolation persist. Human interaction remains vital, particularly for topics like communication skills. Studies show that a blend of online and in-person elements fosters …

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hybrid-selling is here to stay

Nurturing Soft Skills for Business Success

By / / Blog, Digital credentials, Education in Sales, Emotional Intelligence, Entrepreneurship, Life Skills, Sales Essentials, Sales Skills

In 30 seconds

Soft skills have taken centre stage in the 4th Industrial Revolution, becoming integral to employability and business success. These versatile abilities, spanning communication, teamwork, problem-solving, emotional intelligence, ethics, and global citizenship, are now more critical than ever. Deloitte Access Economics forecasts that by 2030, two-thirds of jobs will heavily depend on soft skills, marking a significant workforce transformation. Businesses, especially in sales and customer service, can gain a competitive edge and increase revenue by fostering these skills. Enhanced interpersonal and self-management proficiencies create healthier work environments. Contrary to the belief that soft skills are innate, they can be …

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sales mastery with cup

The Ever-Evolving Path to Sales Mastery

By / / Blog, Education in Sales, Sales Results, Sales Skills, Sales Tips, Sales Training, Success, Uncategorized

In 30 seconds

The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing skills. Salespeople need to master action-oriented strategies to uncover valuable business opportunities, they require self-discipline, prospecting, account planning, etc. and the ability to build human-centred client relationships to deliver value-based solutions. Accountability is key, and teamwork is vital for success. Sales is a profession driven by curiosity, helpfulness, and fairness. Sales mastery is not a destination; it’s an ongoing journey, a relentless pursuit of excellence in an ever-changing landscape.

In 2 minutes

The …

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