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Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why

By / / AI & Data, Business Growth, Call Reluctance, Hybrid Selling, Prospecting, Social Media, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Younger B2B buyers are ghosting phone calls during research phases. Research shows 71 per cent of decision-makers under 40 favour email and text for initial contact, with cold-call responses plummeting to 2-5 per cent. They are not avoiding conversation; they are controlling when it happens.

The Shift: From interruption-based prospecting to signal-based engagement. Digital channels handle education and qualification, while human expertise drives complex problem-solving and collaboration. The future belongs to those mastering Human-AI partnership: AI identifies readiness while humans deliver the strategic insight that complex sales demand.

The Solution: Build digital proximity first, then engage proactively when signals show readiness. Complex sales still require deep human collaboration, but only after you have earned the right to that conversation through relevant, value-first touchpoints.

Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why Read Post »

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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 With over half of Australia using iPhones, this shift challenges outdated spray-and-pray tactics.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.

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AI: Your Ally for Better Client Engagement & Sales Success

By / / AI & Data, Communication, Innovation, Prospecting, Sales Market Segmentation

In 30 seconds

AI is my ally, revolutionising sales and client service with enhanced productivity and engagement. Robotic Process Automation streamlines CRM tasks, while Natural Language Processing (NLP)-powered chatbots deliver tailored responses. AI-driven market research crafts targeted pitches, boosting conversions. Machine Learning outperforms LinkedIn’s searches, pinpointing prospects, and Deep Learning ensures empathetic communication. Choose reliable AI, but beware: an AI-generated prospecting call recently lacked authenticity, so I hung up. Always make real calls and review AI content for your voice, using AI as a co-creator. By 2030, soft skills will dominate, with AI freeing you for authentic relationships. Barrett …

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Is Your Customer Always Right?

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Customer experience, Customer Service, Customer-centric, Prospecting

In 30 seconds

The quote “the customer is always right” emerged in the early 20th century, sparking debate on its application. Harry Gordon Selfridge, founder of Selfridge’s Department Store, famously said, “The customer is always right in matters of taste,” highlighting the subjective nature of taste. Conversely, César Ritz advocated for immediate resolution of customer complaints, no questions asked. Today, this motto remains contentious, especially in balancing customer satisfaction with employee well-being. Sales teams face challenges like defining “right” in the digital age, leveraging customer data, and guiding customers ethically, even if that means contradicting them. Ultimately, the focus should be …

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Why Prospecting & BD Are Still Relevant

By / / Blog, Business Growth, Prospecting, Sales Results, Sales Skills, Selling Better, Success

In 30 seconds

Prospecting involves the identification of potential clients through targeted outreach. This leads to Business Development, where relationships with potential and existing clients are cultivated for ongoing opportunities. Despite the digital age, traditional skills like prospecting and business development remain crucial. Technology hasn’t replaced the need for building relationships and actively seeking opportunities. These skills enable sales professionals to establish rapport, build trust, and close deals. In an era where we are inundated with messages, a targeted approach through prospecting and business development is essential to stand out, as it ensures a lasting impression on prospects …

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4 tips to turbocharge your sales

By / / Blog, Business Growth, Call Reluctance, Prospecting, Sales Results, Sales Tips

‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.

Why?

Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!

This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. …

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