In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis.
At that time, having conversations with business leaders across Australia and internationally, we found the following 11 ‘cracks’ as the most common to have appeared in their sales systems:
What is your top sales concern in 2022? Read Post »
In Sales Trend 2 of the Barrett 12 Sales Trends Report for 2022 the numbers speak for themselves, but we still looked a bit further into the business case for decarbonising sales operations.
This is a condensed version of Sales Trend 2, to read the original version you can download the report for free.
When it comes to the economic case to decarbonise, the numbers speak for themselves.
In Australia:
Cost of keep on going as we are now over the next 30 years: $ 1,890,000,000,000
Cost of achieving net-zero emissions …
The Economic & Business Case for Decarbonising Sales Operations Read Post »
Sales trend 1 of the Barrett 12 Sales Trends Report for 2022 is the moral case for decarbonising sales operations.
This is a condensed version of Sales Trend 1, to read the original version you can download the report for free.
I became consciously aware of climate change and its physical, economic, and moral impacts in 1989, even though scientists had been talking about this since the 1970s. Since then, I’ve been actively informing myself about climate science and the changes required to create a sustainable future for all with my first act of climate awareness being a switch to …
The Moral Case for Decarbonising Sales Operations Read Post »
Welcome to 2022. Each year I write a reflection piece on achieving another year in business. On 9th January 2022, we celebrated 27 years, and I couldn’t think of a more appropriate theme than David Bowie’s song, Changes.
These song lyrics seem rather apt given the current times and the journey that my team and I have been on over the last nearly 3 decades, especially the last two as we all navigate and enter yet another covid pandemic year.
To me Changes is about finding your voice, your purpose, and not accepting the status quo. Changes is about not being bullied …
Ch-ch-ch-ch Changes… why it pays to be an early adopter & change agent Read Post »
The 9th of December is International Anti-corruption Day, and corruption is rife at the moment.
When you have senior politicians and business leaders downplaying their corruption as business as usual, Houston we have a problem.
The UN states “Corruption affects all areas of society. Preventing corruption unlocks progress towards the Sustainable Development Goals, helps protect our planet, creates jobs, achieves gender equality, and secures wider access to essential services such as healthcare and education.
“The 2021 International Anti-Corruption Day seeks to highlight the rights and responsibilities of everyone – including States, Government officials, civil servants, law enforcement officers, media representatives, the …
Selfishness is NOT next to godliness: An Antidote to Corruption Read Post »
When a seller and a prospective buyer first meet, there’s the initial formal stage (which includes the non-committal small talk) where everyone is sussing each other out, finding common ground, working out how each other likes to work and what business needs to be done. Everyone is on their best behaviour looking to get the best outcome. Talking about the business at hand is not only easy but in fact, the agreed upon focal point.
After that initial stage, for example, after the first deal is done, the second stage is where relationships form further. Once we’ve got the measure of …
Are your client relationships harming your business? Read Post »
In the era of fake news, conspiracy theories, and opinions galore, it’s important to get our facts straight. Speaking with sales and business leaders, salespeople, and service teams over 2020-2021, we are finding many are rapidly changing their beliefs, minds and opinions about the true value and benefits of remote selling and remote sales training and, as a consequence, reaping the rewards. However, there are many ‘traditionalists’ still holding onto myths and outdated sales and training stereotypes that negatively affect their bottom line.
What we do know is that change is in the air, opportunity is everywhere, and no one wants …
3 Sales Myths Busted Read Post »
Sales trend 10 from the 12 Sales Trends for 2021 Report highlights the opportunities for businesses in energy transition and efficiency.
By guest author Alison Rowe, former CEO – Australian Energy Foundation, helping businesses and communities transition to clean energy and a more sustainable future.
Business in 2020 got to see what previously was unthinkable, what life looks like when no-one is permitted onsite at a workplace or what a dramatically pared back team looks like to meet social distancing measures.
As we all struggled with the transition into COVID-19 pandemic-lead lockdowns, working from home became the …
The role of energy transition in the rebuild Read Post »
It goes without saying that the Personal Care sector, along with the Tourism and Entertainment industries, has been one of the hardest hit sectors throughout the pandemic.
So many beauty salons, hairdressers, massage therapists, nail salons, gyms, yoga and pilates studios, and the like, shut down due to Covid lockdowns – for very good public health reasons. Some businesses, such as yoga and gyms studios, have been able to transition to online classes; however, those who deliver up close and very personal contact as part of their service are out of work while we endure lockdowns. And it is mostly women …
Personal Care Sector supporting society’s wellbeing Read Post »
Australia’s Covid-safe future is weeks away now. Have you prepared the roadmap for your organisation, and particularly for your sales and customer facing teams?
We still come across business leaders assuming this national roadmap will lead back to whatever normal their business experienced before 2020. Their salespeople will hit the road again, customers will visit their sales offices and shops as before, meetings, trainings, workshops will finally return to the board room, a conference hotel, or a classroom. But will they…?
Trends across the globe[1] rather point towards a hybrid future, where face to face engagement and virtual connectivity will …
The Roadmap out of Lockdown Read Post »