rsr_national_initiative

A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business

By / / Blog, Collaboration, covid-19, Education in Sales, Entrepreneurship, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Skills, Sales Strategy, Strategy, Success

I read an article in The Age, Thursday 23 July 2020 about how some of the major banks are warning against jumping on the debt bandwagon to save businesses during the crisis, despite the tax payer backed loan scheme. I couldn’t agree more. Any self-respecting business, especially SMEs cannot and shouldn’t borrow more money if they do not have some certainty about where their business opportunities, customers, and sales revenue is going to come from now and in the future.

Earlier in the week I also read a press release by Kate Carnell, the Australian Small Business & Family Enterprise Ombudsman, which …

A ready-to-go program to avoid the ‘Insolvency Tsunami’ & save your business Read Post »

sales-system

Sales Systems – the secret to sustainable sales success

By / / Blog, Education in Sales, Sales Results, Sales System, System

When people in business hear the term ‘sales system’ they usually associate it with some sort of platform, application, or CRM. Some place where all the sales troubles and other bits will be contained, from pipeline management to post-sales calls, or anything in between.

At Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different.

Sales System

A Sales System is an open system that exists within the environment of an organisation and interacts with its markets, customers, competitors and society. A Sales System, like Marketing, is the interface between our business and our markets …

Sales Systems – the secret to sustainable sales success Read Post »

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19?

By / / Blog, Communication, covid-19, Education in Sales, Networking, Opportunity, Prospecting, Sales Meetings, Sales Skills, Sales Training, Success
Will selling remotely become the norm post COVID-19 for B2B and Complex B2C field sales teams?

The early signs say ‘yes’, but let’s take a closer look at what’s happening.

Many things have been tossed up in the air with the advent of the COVID-19 crisis.

Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb, state and international boundaries. It’s something many of us are getting used to.

Whether it’s Zoom, MS Teams, Skype, Facetime, WhatsApp or even the humble telephone, staying in touch and communicating with people is vital …

Will ‘Selling Remotely’ become the norm for field sales teams post COVID-19? Read Post »

How to stay open for business: Selling Better during this crisis and beyond.

By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

Do you remember the plane that landed on the Hudson River in New York City in 2009?

Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

The most important factors in this successful landing were that the captain and co-pilot were …

How to stay open for business: Selling Better during this crisis and beyond. Read Post »

Celebrating 25 years of Helping People & Businesses Sell Better

By / / Education in Sales, Entrepreneurship, Sales Coaching, Sales Consulting, Sales Leadership, Sales Training, Selling Better

The 9th January, 2020 marks 25 years in business for Barrett.

25 years of helping people and businesses sell better.

25 years of exploration, research, experimentation, creation, building, encouragement and promotion of, and learning and education in ethical human centred sales systems, strategies, processes and practices.

25 years of a self-funded research project focused on creating The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

A way in which we can all be prosperous.

I started the business out of my home office with $3,000 in capital on 9 January, 1995 with an idea …

Celebrating 25 years of Helping People & Businesses Sell Better Read Post »

Selling Better, Faster using Real Time Sales Education

By / / Coaching, Collaboration, Customer Service, Education in Sales, Environment & Sustainability, Optimism, Sales Coaching, Sales Driven Organisations, Sales performance, Sales Results, Sales Skills, Sales Training, sales-process-map, Selling Better, Solution Selling

I’m feeling elated.

I’m feeling vindicated.

I’m feeling very optimistic about the future of sales education and sales mastery.

Three weeks ago we started working with and coaching a telesales team of 9 people based in regional NSW.

Week one post the first session, sales had already started to improve and by week three, this sales team had their best sales week ever. The sales leader revealed this in the session we had this week and attributed it to the training we are doing.

Now that’s something to be optimistic about.

How did we do this?

Our focus was to help them sell better, faster using real …

Selling Better, Faster using Real Time Sales Education Read Post »

The key differences between B2C & B2B Sales Market Segmentation

By / / Collaboration, Education in Sales, Marketing, Sales Market Segmentation, Sales Strategy, Success

A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.

At Barrett, we do a lot of work with B2B sales and marketing teams in helping them define their sales market segments so they are very clear …

The key differences between B2C & B2B Sales Market Segmentation Read Post »

Why ‘Coaching with Compassion’ leads to healthier coaches

By / / Attitudes & Behaviours, Coaching, Education in Sales, Emotional Intelligence, Ethics & Values, Gratitude, Resilience, Sales Coaching, Sales Culture, Wellbeing

At Barrett we are very mindful of our coaching approach and the well-being of the coaches and coachees. Read what Jens Hartmann, our head of Learning and Development has to say about this.

‘Coaching with Compassion’ not only is better for the coachee, it has health benefits for the coach as well

Let’s say you’re a sales leader, and you have the opportunity to coach a salesperson who has a decent track record. This has been their week:

Some big deals are taking more effort and time to close than expected; there’s pressure to close deals before the end of the …

Why ‘Coaching with Compassion’ leads to healthier coaches Read Post »

The Sales Juggling Act: how to keep your eye on the sales prize

By / / Attitudes & Behaviours, Case study, Education in Sales, Sales Culture, Sales Leadership, Sales Management, Sales Results, Sales Strategy, Selling Better

Sales is integral to business. Without sales we don’t have a business.

But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high.

Sales operations and teams are also fragile ecosystems. Set up well to perform to a standard, they require constant hands-on leadership and stewardship; it’s like keeping a set of spinning plates spinning. Take your eyes off those sales plates for a second and everything can come …

The Sales Juggling Act: how to keep your eye on the sales prize Read Post »

Scroll to Top