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Apple’s Call Screening: A Game-Changer for Smarter Prospecting in Sales & PR

By / / AI & Data, Networking, Prospecting, Sales Skills, Self Promotion

In 30 seconds

Apple’s iOS 26 call screening feature, requiring callers to state their name and purpose before the phone rings, is reshaping cold calling. With over half of Australia using iPhones, this shift challenges outdated spray-and-pray tactics. But it’s not the end, it’s an upgrade. At Barrett, we see this as an opportunity to improve prospecting: lead with relevance, personalise outreach, leverage referrals, and engage online. Smart, respectful contact builds trust and cuts through the noise. This change pushes us toward better sales practices, more human, more thoughtful, and more effective. Cold calling isn’t dead; it’s evolving. The future belongs to those who adapt.

Apple’s Call Screening: A Game-Changer for Smarter Prospecting in Sales & PR Read Post »

social selling

How Prepared Are B2B Sales Teams for Social Selling?

By / / Blog, Brand & Reputation, Business Growth, Networking, Sales Results, Sales Skills, Selling Better, Social Media, Social Sales, Soft skills

In 30 seconds

B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value and complex sales, but it must now complement the digitally driven strategies of social selling. The future of sales lies in blending the relationship-building power of social selling with the personal touch of phone calls, creating a seamless approach that adapts to the needs of modern prospects. By doing so, sales teams can work smarter, not harder, to achieve lasting success.

In 2 minutes

Social Selling—the process of using social media platforms to …

How Prepared Are B2B Sales Teams for Social Selling? Read Post »

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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tackling-rise-of-rudeness-with-Courtesy-and-Respect

Networking – Contacts and Connections

By / / Attitudes & Behaviours, Blog, Networking, Uncategorized

In 30 seconds

In networking, differentiating between contacts and connections is crucial. Contacts are like fledgling plants with shallow roots, while connections resemble sturdy trees with deep roots. Contacts are those you know but haven’t deeply engaged with, while connections are individuals with whom you’ve built trust and credibility over time. Balancing both in your network is key. It’s essential to avoid unrealistic expectations by not leaning on contacts prematurely. Instead, invest time in developing these relationships, ensuring trust and respect. By understanding these distinctions and applying a patient, farming approach to networking, you can create a robust and enduring professional …

Networking – Contacts and Connections Read Post »

barrett-sales-tend-9-Conferences-and-Events-in-2021-Rising-from-the-Ashes-of-2020

Conferences and Events in 2021

By / / Blog, covid-19, Customer experience, Networking

Sales Trend 9 from the Barrett 12 Sales Trends Report for 2021 is about the much-changed Conference and Events industry.

By guest author Donna Morris – Book Speakers Direct

Sitting in on the Annual Professional Speakers Association Conference mid-March, as the delegates (all speakers) entered the conference on Day One, there was no way they would know of the effect the recent news of a strange new disease would have on everyone there.

Over the course of the conference, speakers around the room were getting messages to advise them that their speaking engagements had either been cancelled …

Conferences and Events in 2021 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 »

Lessons for sales teams from an elite sportsman

By / / Attitudes & Behaviours, Coaching, Competition, Education in Sales, Networking, Sales Leadership, Success

As part of our team’s regular coaching and development, a couple of weeks ago  Franco Crismann, one of Barrett’s BDMs went to a senior management business event at the MCG (Melbourne Cricket Ground) where Brian Lake, former Hawthorn/Western Bulldogs AFL footballer, spoke about maintaining a winning culture at work. Here is Franco’s report and reflections on the session:

“We had a room filled with C Level managers who were listening to a sports star talking about business and maintaining a winning culture at work, and I noticed them nodding in agreement. This, to be honest, surprised me.

What I …

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The 7 differences between Selling, Marketing & Networking

By / / Attitudes & Behaviours, Brand & Reputation, Education in Sales, Marketing, Networking

As I have stated before I am a stickler for using correct definitions when describing concepts and their elements.

In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No debate.

However, in the world of business and, especially in the world of Selling, we get all sorts of definitions floating about with meanings both dubious and factual. This causes, at best, confusion and, at worst, unnecessary angst.

In the world of selling I have met too many …

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The key to opening more sales opportunities

By / / Attitudes & Behaviours, Collaboration, Networking

The advent of the digital revolution and social networks had a huge impact in the number of people we are connected to. Now, I encourage us all to take a moment to think about the people we know personally. Imagine how many people that involves – just one degree away from us. Then think again about 2 or 3 degrees away and the numbers are astronomical.

Many of us have heard about the 6 degrees of separation concept which says that we are all only 6 people away from everyone else in the world. Well, with digital networks …

The key to opening more sales opportunities Read Post »

The coming together of sales leaders in Australia

By / / Business Acumen, Complex Selling & Transactional Selling, Networking, Sales Culture, Sales Driven Organisations, Sales Excellence Acadamy, Sales Leadership, Sales Management, Sales Research, Strategy

I recently had the opportunity to attend the inaugural Optimising the Sales Force Conference (osf2009, site not exist anymore), along with over 120 high level sales leaders across Australia. I was privileged to be part of the panel of international and local experts presenting on sales effectiveness where we explored the latest research on sales strategy, leadership, learning and development, sales management, sales people, and current market trends.

This was the first time in Australia we have had the opportunity to come together as a profession and share ideas and discuss important matters moving forward. There have, of course, been industry …

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