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Stop “Just Checking In”: How to Follow Up Like a Trusted Advisor

By / / Attitudes & Behaviours, Business Acumen, Communication, Sales Psychology, Sales Relationships, Sales Skills

In 30 seconds

The Problem: A deal stalls, anxiety creeps in, and the salesperson sends the most destructive email in modern B2B: “Just checking in.” In one line, months of trusted advisor positioning collapses into the language of a needy vendor.

The Shift: Order-takers check in. Trusted advisors add value with every interaction. A follow-up is not a chore for the client to manage. It is another opportunity to reinforce your commercial relevance.

The Solution: Follow up with a Give to Get insight, anchor to the cost of inaction against their own timeline or grant permission to close. Stop checking in. Start showing up.

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Landing on the Hudson – Again. Leading Through Disruption

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Resilience, Strategy, Teamwork

In 30 seconds

The Problem: Global instability – geopolitical tensions, oil volatility, supply chain pressure – is creating real uncertainty for leaders, sales teams, and client-facing professionals. The temptation to retreat, go quiet, or panic is understandable. But it is exactly the wrong response.

The Shift: The businesses that outperform in a crisis are never the ones who waited it out. They invested in their people, stayed close to their clients, and kept moving – even when the ground was shifting beneath them.

The Solution: Get ahead of it. Steady your leadership, sharpen your messaging, and keep your team sales fit. The plane can be landed. You know how.

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The Sales Veteran’s Dilemma: Why the Best Keep Raising Their Game

By / / Attitudes & Behaviours, Sales Psychology, Sales Skills, Sales Training

In 30 seconds

The Problem: Seasoned sales professionals with decades of results, relationships, and reputation often stall when new methodologies arrive – not from stubbornness, but from the very real psychological weight of unlearning deeply ingrained habits while protecting the trust they have spent years building.

The Shift: The market has moved permanently from transactional selling to value-based, solution-focused selling. Staying relevant means adding commercial language, digital fluency, and business acumen to an already formidable toolkit – not to replace what works, but to build higher on top of it.

The Solution: Map your instincts to the new structure rather than abandoning them. Adopt changes in digestible chunks. Segment clients by readiness. Be transparent when your approach shifts. The professionals who make this transition do not just protect what they have built – they earn a seat at a different table entirely.

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The Competitive Advantage Hiding in Plain Sight

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Gender & Sales

In 30 seconds

What if your competitors are overlooking talent that delivers 8% higher quota attainment? Xactly’s research shows women hit 86% of targets versus men’s 78% yet represent only 19% of sales leaders. High-performing teams leverage complementary strengths. Organisations with greater diversity see 20% better client loyalty and innovation. The opportunity isn’t about choosing sides; it’s about fielding your strongest team. Championship teams need strong male allies who champion different approaches and model inclusive leadership. Sales is a team sport. Are you playing to win? Explore solutions at selllikeawoman.com.

In 2 minutes

Here’s a question for sales leaders: What if …

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The Last Holdouts: Where Transactional B2B Selling Still Exists (And Why It Won’t For Long)

By / / AI & Data, Attitudes & Behaviours, Complex Selling & Transactional Selling, Sales Coaching, Sales Culture, Value Based Selling

In 30 seconds

Digital platforms now dominate B2B transactions, with over 75% of buyers preferring self-service for simple purchases. Modern buyers conduct 90% of their research independently and seek strategic partners who understand their business goals, not transactional sellers offering discounts. Pockets of old-school selling persist – waste management reps, auto dealerships, trade suppliers- but survive only because transactions seem localised and simple. These transactional cultures focus on activity metrics over outcomes, use price as their only lever, and engage single contacts instead of buying groups. This approach is obsolete. Buyers are too informed and competing on price alone trains customers …

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One Bad Apple: Why Your Team’s Weakest Link Matters More Than You Think

By / / Attitudes & Behaviours, Coaching, Leadership, Performance Management

In 30 seconds

Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even when everyone else is capable and motivated. Let’s face it, we’ve all had to remove some bad apples from our teams. The fear is real: losing their contribution, upsetting clients. But the relief is palpable when they have gone. Teams rally. Clients stay, often grateful for the change. Your ability to foster authentic human connection is your sustainable advantage. But you must actively protect it by …

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AI is Everywhere, But Without Your People, It’s Going Nowhere

By / / AI & Data, Attitudes & Behaviours, CRM

In 30 seconds

In a C-suite meeting, AI’s promise is clouded by confusion. Your inbox overflows with AI pitches: chatbots, analytics, automation. Where to start? One client is learning the hard way, investing in AI only to face resistance. Past CRM failures (47-63% fail due to poor engagement) and ERP implementations (60% fail) show the cost of ignoring people. Don’t repeat these mistakes. Lead with people: assess team needs, build confidence with small AI wins, develop critical skills like strategic thinking, and foster safe experimentation. Measure human outcomes like satisfaction and growth to ensure AI empowers teams for lasting competitive …

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Trust Wins the Long Game: Why Game Theory Trumps Short-Term Tricks

By / / Attitudes & Behaviours, Ethics & Values, Negotiation, Value Based Selling

In 30 seconds

A national building supplies firm won a big account by slashing prices, only to lose it six months later to a pricier, more reliable competitor. In contrast, a tech-security BDM secured a $3M high-margin deal by listening, co-creating solutions, and building trust. Game theory proves cooperation outperforms deception: short-term wins erode trust, long-term partnerships drive success. The 2025 Edelman Trust Barometer shows 75% of people value enduring relationships over quick gains. The winning formula? Emotional intelligence to navigate relationships, ethical guardrails to assess moral engagement, and business savviness to align strategy with long-term goals. In business, the smartest play is also the most human one.

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Stop ‘Speaking Your Mind’. Start Winning

By / / Attitudes & Behaviours, Emotional Intelligence, Sales Skills, Sales Tips, Soft skills, Uncategorized

In 30 seconds

Blurting out whatever’s on your mind might feel good for five seconds, but it can kill a deal, a relationship, or your reputation just as quickly. In business, brutal honesty without strategy isn’t courage; it’s carelessness. Emotional Intelligence turns honesty into influence. Pause, reflect, and reframe with empathy. Ask questions to uncover the real concern. Choose words that open doors instead of slamming them shut. Listening builds trust and moves conversations forward. The goal isn’t to “be righteous” in the moment, it’s to achieve the outcome you want and others value. In high-stakes situations, EQ isn’t weakness. …

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Rebel Rebel Authenticity: Bowie’s Blueprint for Being Real in Business

By / / Attitudes & Behaviours, Collaboration, Communication, Emotional Intelligence, Leadership, Soft skills, Teamwork

In 30 seconds

Authenticity isn’t soft: it’s a bold act of leadership. David Bowie’s evolution, especially during his Berlin years, shows how stepping out from behind the mask unlocks trust, emotional intelligence, and real connection. In today’s fast, automated world, being human is your competitive edge. Like Bowie, I once hid behind work until I learned to lead with my values and full self. That shift transformed everything. At Barrett, we call this Selling Better. It’s not about performance; it’s about being real. Because the most powerful relationships in business are built on truth, presence, and the courage to be yourself.

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