The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for…
Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry. The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe…
If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the…
A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing…
Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is ‘Buyer Behaviours in Transition’. For some time now we have seen many suppliers falling victim to the…
Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example. For instance, while driving your car, do you ever want to switch lanes…
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…
When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in…
Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical…
It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly,…
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