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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and …

Striking Balance – Barrett’s 12 Sales & Business Trends for 2024 Read Post »

sales-system-interface-customer-business-value-based

Beyond the Transaction

By / / Complex Selling & Transactional Selling, Customer Service, Sales Consulting, Sales Relationships, Sales Skills, Sales Tips, Solution Selling, Uncategorized, Value Based Selling

In 30 seconds

Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to value-based selling, you can start with this 4-step approach:

  • Focus on customer needs
  • Shift to consultative selling
  • Demonstrate ROI
  • Collaborate with customers

    • By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

    In 2 minutes

    In the past, sales were often focused solely on completing transactions. However, in today’s market and particularly in B2B and complex B2C environments, customers expect more from the sales and service …

    Beyond the Transaction Read Post »

    assess-your-sales-operations

    5 minutes to assess your sales operations

    By / / Assessments, Blog, Business Growth, Sales Benchmarking, Sales Consulting, Sales Culture, Sales Growth, Sales Operations, Sales performance

    Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.

    Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.

    Here are the most common issues we find in sales operations that negatively affect sales results:

    5 minutes to assess your sales operations Read Post »

    Why your company needs a Sales Strategy & Operations Audit NOW

    By / / Assessments, Blog, Case study, Role Clarity, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Market Segmentation, Sales Strategy, Sales System, Strategy

    Despite the pandemic it looks like the GDP will be off the Richter Scale in Australia in 2022. So how will businesses set themselves up to navigate the sales growth opportunities?

    The answer: Conduct a Sales Strategy & Operations Audit.  

    However, sales strategy is too often neglected, and it can be the difference between business failure and profitability.

    For example, in December 2017, I met with the newly appointed Executive GM of a $4B publicly listed company operating in an essential wholesale and distribution channel. The business was in a whole world of pain including sales and share price …

    Why your company needs a Sales Strategy & Operations Audit NOW Read Post »

    how-do-we-enable-our-pilots-and-crew- to-land-safely

    How do we enable our ‘pilots and crew’ to land safely?

    By / / covid-19, Customer Service, Opportunity, Sales Coaching, Sales Consulting, Sales Leadership, Sales Psychology, Sales Skills, Sales Strategy, Sales Training

    As a Learning and Development professional you can ensure your “pilots and crews” not only perform well during normal operations, but can also be equipped with the right training, coaching and support when the crisis hits.

    Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect along the supply chain and out to customers, your sales and service staff and their leaders are probably worried now -both personally and from the business point of view- about how to manage sales and service operations remotely with the disruptions the crisis might cause …

    How do we enable our ‘pilots and crew’ to land safely? Read Post »

    how-do-I-keep-the-cabin-safe-and-people-calm

    How do I keep the cabin safe and people calm?

    By / / Attitudes & Behaviours, Coaching, Communication, covid-19, Opportunity, Recruitment & Sales Recruitment, Sales Coaching, Sales Consulting, Sales Measures - Inputs & Outputs, Sales Psychology, Sales Skills

    In HR you support “pilots and crews” to help them run smooth operations. When a crisis like this one hits out of the blue, and sales and service operations are disrupted, if not brought to a complete halt, it is critical to help everyone get back on their feet again and find solid ground quickly and safely.

    Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect across the value chain from suppliers to the customer experience, your sales and service leaders and teams are probably concerned, both personally and from …

    How do I keep the cabin safe and people calm? Read Post »

    i-can-see-opportunity-in-my-sector--how-can-I-make-the-most-out-of-it

    I can see opportunity in my sector. How can I make the most out of it?

    By / / covid-19, Customer Service, Opportunity, Optimism, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation

    Crises bring many challenges but they can also bring many opportunities. New opportunities and new markets or micro markets emerge, new ways of doing business open up, new customers become available and we need to be ready to adapt quickly to those opportunities. It might seem difficult at first to pivot to the new – and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the …

    I can see opportunity in my sector. How can I make the most out of it? Read Post »

    How do I keep the business going?

    By / / covid-19, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation, Sales Strategy, Sales Training

    It might seem difficult –and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the right advice, training or up-skilling you can land safely. Luckily, we have more than 208 seconds to get your business ready.

    We have remote solutions in place to help you:

  • Develop your COVID-19 Sales Strategy & Plan: This process provides the best starting place to allow you, senior leaders and your sales team …

    • How do I keep the business going? Read Post »

    How to stay open for business: Selling Better during this crisis and beyond.

    By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

    Do you remember the plane that landed on the Hudson River in New York City in 2009?

    Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

    The most important factors in this successful landing were that the captain and co-pilot were …

    How to stay open for business: Selling Better during this crisis and beyond. Read Post »

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