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Dear prospects – salespeople are not mind readers

By / / Attitudes & Behaviours, Blog, Buying, Prospecting

Dear (certain) prospects,

We, as most businesses, put a lot of work into making it easy for you to find us when you are in need of our services, and rejoice when you contact us. We are ready to help you -or at least, find out IF we can help you- but alas, we are not mind readers.

To assess whether we can help you or not, we first need your help – we need you to answer our questions.

So when having reached out to us, you act cryptic or scarce with your information, despite us asking you effective questions, we can’t …

Dear prospects – salespeople are not mind readers Read Post »

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Bowie & Me – 26 years on

By / / Attitudes & Behaviours, Collaboration, Entrepreneurship, Everybody lives by selling something, Innovation

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On 9th January 1995, the day after David Bowie’s 48th birthday, I started Barrett Consulting Group with $3,000 and a dream of doing something significant in the world of sales, service, human relationships, business, ethics, and sustainability, confident in my ability to sell, to learn, be helpful and find my way forward from there.

Each year I revisit this milestone in my career. Each year I …

Bowie & Me – 26 years on Read Post »

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We have to talk about prospecting

By / / Assessments, Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales performance

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Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to benefit from knowing how to prospect well. …

We have to talk about prospecting Read Post »

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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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Customer Experiences – Difficult or just different? Read Post »

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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 …

2020 Sales Trends Virtual Event – The Time is NOW Read Post »

lessons-I-am-learning-about-myself-and-my-business-during-COVID-19

Lessons I’m learning about myself & my business during COVID-19 – The Sequel

By / / Attitudes & Behaviours, Blog, Collaboration, Communication, covid-19, Life Skills, Resilience, Strategy, Teamwork

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Four months into the pandemic, I wrote about lessons that I was learning about myself as a leader, and my business. Like for so many people, lessons keep revealing themselves to me this year, so I thought I would write a sequel.

The second part of the year presented more and different challenges, like the second and stricter lockdown in Melbourne, governments around …

Lessons I’m learning about myself & my business during COVID-19 – The Sequel Read Post »

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The trouble with incentives and other bribes

By / / Attitudes & Behaviours, Blog, Ethics & Values

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In light of current discussions about executive performance bonuses and incentives, and exceptional payments for personal items and services, I thought it would be worthwhile to take a look at the possible impact of incentives and rewards systems on the quality of our decision making, the effect on workplace performance and sustainable business practices. This applies to incentives paid to salespeople and other employees, as well.

Several …

The trouble with incentives and other bribes Read Post »

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How a Sales System reduces execution risk

By / / Attitudes & Behaviours, Blog, Sales Strategy, Sales System, Strategy, Uncategorized

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Most businesses have a strategy, but it doesn’t matter how talented the C-suite and leaders in the organisation are, or how renowned their consultants are,  60% to 70% of businesses fail to execute their strategies. Research done on the topic has found different reasons for this, ranging from lack of experience in implementation to poor internal communication. I won’t get into that here. I want …

How a Sales System reduces execution risk Read Post »

Why technique, discipline & hard work matter now & in the long run

By / / Attitudes & Behaviours, Blog, Coaching, covid-19, Ethics & Values, Life Skills, Self Development, Strategy, Success

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When I was 12 years old, I was getting ready to compete in the final of the 12 & under 100 metres Butterfly event at the Victorian Country Swimming Titles in the 1970s. The event was being held in Mildura, Victoria on the Australia Day Long Weekend in January which is at the height of summer. The day temperature was around 35°C. My race was …

Why technique, discipline & hard work matter now & in the long run Read Post »

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