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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time_is_now

The Time is NOW for Purposeful Optimism

By / / Attitudes & Behaviours, Blog, Collaboration, covid-19, Innovation, Life Skills, Opportunity, Optimism, Purposeful Optimism, Resilience, Sales Essentials, Sales Skills, Sales Strategy, Selling Better, Strategy, Success, Wellbeing

I get the feeling, at this stage of the COVID-19 crisis, that many of us feel like we are living in a kind of ‘Twilight Zone*’ – an ambiguous area between the boundaries of two concepts, conditions – a grey zone; or a state of surrealism, where things that should not make sense seem to do so; or an indefinite or transitional condition. Take your pick.

For many of us, everything we have taken for granted or accepted as standard has been thrown into question. If you’re like me, you’re likely asking yourself, your family, your team, your clients and suppliers, …

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No, but actually… the time is now

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Environment & Sustainability, Optimism, Resilience, Sustainability & Environment, Trust, Wellbeing

Sales trend 3 from the Barrett 12 Sales Trends Report for 2020 discusses why climate action now makes good (business) sense and why it’s important to focus on achieving desirable outcomes and not just avoiding negative impacts.  

The following text has been slightly modified to cater for the changes that have taken place since it was first published. You can read the full version here.

By guest author TOBY KENT // Chief Resilience Officer, Melbourne

It is 2020, the year for which countries and businesses were all frantically setting climate change reduction targets less …

No, but actually… the time is now Read Post »

i-can-see-opportunity-in-my-sector--how-can-I-make-the-most-out-of-it

I can see opportunity in my sector. How can I make the most out of it?

By / / covid-19, Customer Service, Opportunity, Optimism, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation

Crises bring many challenges but they can also bring many opportunities. New opportunities and new markets or micro markets emerge, new ways of doing business open up, new customers become available and we need to be ready to adapt quickly to those opportunities. It might seem difficult at first to pivot to the new – and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the …

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Finding Sales Opportunities in the Supply Chain of Supply Chains during COVID-19

By / / Innovation, Opportunity, Optimism, Resilience, Sales Driven Organisations, Sales Market Segmentation, Sales Strategy, Sales Tips, Systems Thinking

At Barrett, our goal is to help businesses stay in business and keep people in jobs so we can sell better for a sustainable future.

And right here right now, the world as we know it will most likely seem overwhelming to many of us and for a good reason – the unprecedented health and economic impact of COVID-19.

We are in unchartered territory.

We’d either have to be living under a rock or completely oblivious for this to not have some physical and psychological impact on our wellbeing, employment, livelihood, share portfolios, families and communities. This situation affects us all regardless of …

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Why we prioritise Virtues over Values in our work at Barrett

By / / Attitudes & Behaviours, Ethics & Values, Gratitude, Life Skills, Optimism

As a consulting and education firm, we go into many organisations and they inevitably have a set of values i.e. integrity, honesty, passion, customer centric/obsessed, courage, and so on.

That’s nice on one level, but how are these values practised every day? How are they demonstrated and enacted?

This is usually the missing piece, which is why my preference is to be virtues driven rather than values driven.

Values and virtues are often seen as synonymous, however, they are quite different.

Simply put, values are goals or ideals or even opinions.

Virtues are behaviours showing high moral standards. Virtues are how we practice and demonstrate …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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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 …

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Want a viable future? Opportunities abound in the Common Good

By / / Attitudes & Behaviours, Business Acumen, Case study, Common Ground, Environment & Sustainability, Ethics & Values, Innovation, Opportunity, Optimism, Selling Better, Sustainability & Environment

What type of board member, CEO or sales leader are you?

  • Are you stuck in the day-to-day looking to meet your monthly and quarterly targets, looking to maximise profit, shareholder return and your bonuses?
    OR
  • Are you looking into the future to see what lies ahead ensuring there is a viable sustainable path for all to follow and participate in?

    • In today’s world everything is up for grabs.

    Old institutions are crashing and dying because they held onto the past and failed to adapt.

    Take Thomas Cook Travel as a current case in point. While their leaders were bathing themselves in 29M pounds of bonuses, …

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    Trusting optimism

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Opportunity, Optimism, Wellbeing

    Sales trend 8 from the Barrett 12 Sales Trends Report for 2019 is about the benefits for people and businesses of adopting an optimistic approach.

    By guest author Victor Perton.

    It is said that trust is in short supply in Australia. The Edelman Trust Barometer is trotted out in pessimistic speeches to suggest that Australian leadership is in a state of collapse. However, the Edelman folk are confused by their own findings. Given the current prosperity and wellbeing in Australia, with 25 years of uninterrupted growth, a presentation by Edelman suggested that the place in which Brand …

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