Case Study – Human-centred Sales Systems Transformation

By / / Blog, Case study, Human-centred, Sales Culture, Sales Driven Organisations, Sales Results, Sales Strategy, Sales System, Strategy, Success

The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service areas, marketing, and procurement and it includes 200+ people.

The challenges when we started working with them late 2017-early 2018:

  • The business had acquired a mix of companies over the years and there was no integration, no common language, no consistency, etc.
  • The business was in flux and sales and share price were in decline.
  • There was poor customer retention.
  • Several key brands were being disrupted.
  • Sales and services teams were not trained to deliver to …

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Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

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A game-changing strategy Read Post »

I’m in sales, you’re in sales, we’re all in sales

By / / Attitudes & Behaviours, Blog, Brain Science, Call Reluctance, Everybody lives by selling something, Human-centred, Life Skills, Opportunity, Prospecting, Sales Psychology, Selling Better, Success

When my eldest son was eleven, he said to me ‘Mum I don’t believe everybody lives by selling something’. I said, ‘That’s interesting, why do you say that?’ and he started to try to persuade and convince me as to why this statement wasn’t true. So I said to him ‘by you trying to persuade and convince me why this isn’t true, aren’t you trying to sell me something?’ To which he said ‘Ahh, I get it Mum.’

Yes, we are all in sales, one way or another.

If you have ever tried to initiate contact with a person …

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difficult-or-just-different

Customer Experiences – Difficult or just different?

By / / Attitudes & Behaviours, Blog, Common Ground, Communication, Customer experience, Customer Service, Human-centred, Solution Selling

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2020-sales-trends-virtual-event--the-time-is-now

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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25-year-journey

A new chapter in Barrett’s 25-year history

By / / Blog, Entrepreneurship, Ethics & Values, Human-centred, Strategy, Success, Sustainability & Environment, Teamwork

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When I founded Barrett 25 years ago in January 1995, my goal was to create a different type of business consultancy; one that specialised in all things sales but from the perspective of being collaborative, team oriented, personally reflective, self-aware and human centric; a business with heart where people were at the centre of everything we did.

It’s been exciting ever since, and …

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Sales skills are life skills

By / / Blog, Human-centred, Life Skills, Sales Skills, Sales Training, Self Development

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most sure you have. People do this all the time; in our personal, professional and community lives. It is part of being a human, and it’s Selling.

Everybody live by selling something, whether we know it or not; whether we like it or not. Selling is when humans solve problems, …

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sales-trend-7-AI-Data-Analytics-and-Selling-Certainty

AI, Data Analytics & Selling Certainty

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends

Sales Trend 7 from the Barrett 12 Sales Trends Report for 2020 looks at the benefits, downfalls and ethical issues that arise for businesses from collecting and using data.

This is a condensed version of Sales Trend 7, to read the original version you can download the report for free.

People, particularly in big business and governments around the world, are obsessed with data – big data, surveillance data and especially human data and how they can use it and sell it.

Being obsessed with data is not a new phenomenon, after all most humans …

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25 years of helping people and businesses sell better for a sustainable future

By / / Blog, Entrepreneurship, Ethics & Values, Human-centred, Sales Pioneer, Selling Better, Success, Vision, Mission & Purpose

This year we are celebrating 25 years in business.

Barrett opened on January 9th, 1995 with $3,000 and a purpose of helping people & businesses sell better now and for a sustainable future. Here’s our story in a just-over-4 minutes video about our journey so far.

Or if you prefer to read about it, here’s the transcript:

“Two years ago, I asked the Executive GM of a listed company to go out on a limb.

His business was in flux and sales falling. Like many leaders, he thought sales training was THE solution.

Training would happen, I said, but not yet.

Instead, I asked him to, …

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trend-4-human-centred-sales-operations-being-businessworthy

Human-centred sales operations – Being Businessworthy

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Sales Strategy, Sustainability & Environment, Systems Thinking

Sales trend 4 from the Barrett 12 Sales Trends Report for 2020 is about what being human-centred means for businesses.

All business people know the concept of being creditworthy. That’s about not losing other people’s money.

Enter the Business for Peace Foundation[1], established in 2007 in Oslo, Norway, which has developed the concept of Being Businessworthy.

Being Businessworthy means being human-centred and purpose-led.

This shift to a more holistic approach to doing business is having a profound effect on how businesses operate, including how they set up their sales teams, sales operations and value chains.

The latest research in …

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