responsible-selling-is-now-required

Responsible Selling Was Always Right. Now It’s Required

By / / Ethics & Values, Human-centred, Sales Culture, Selling Better

In 30 seconds

Problem: Telcos face a fundamental shift as ACMA scraps industry self-regulation for a mandatory, directly enforceable standard, driven by high-pressure sales tactics and consumers sold plans they cannot afford.

The Shift: Penalties now reach $10 million or 30 per cent of turnover, with registration and deregistration powers attached. Responsible selling moves from aspiration to legal requirement.

The Solution: Organisations that already practise human-centred, ethical selling gain a structural head start. Responsible selling was always right. Now it is required, and the gap between the two has just become very expensive to ignore.

Responsible Selling Was Always Right. Now It’s Required Read Post »

discipline-creates-freedom-proper-structure-liberates-teams-enabling-high-performance

The “Just” Trap: How Lazy Leadership Kills Sales Performance

By / / Coaching, Leadership, Performance Management, Sales Coaching, Sales Culture, Sales Growth, Sales Leadership, Sales Process Maps

In 30 seconds

The Problem: Leaders use “just” language – “just use the CRM,” “just focus on value” – which is lazy thinking disguised as decisiveness. This dumps complexity onto teams without frameworks, creating chaos and leaving people feeling inadequate when they can’t “figure it out.”

The Shift: “Just” signals abdication, not empowerment. Real leadership means doing the hard work of structuring complexity so teams can execute with confidence, not finding shortcuts that avoid the heavy lifting.

The Solution: Four leadership imperatives: Build tool integration into workflows; create specific sales frameworks replacing platitudes; establish continuous feedback loops beyond one-off training; coach through complexity using telemetry data. Discipline creates freedom: proper structure liberates teams from guessing and overwhelm, enabling high performance.

The “Just” Trap: How Lazy Leadership Kills Sales Performance Read Post »

transactional-sales-compete-on-price-alone

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 …

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

change-starts-at-the-top

Why Leader-Led Learning Works: Lessons from a Standout Client

By / / Coaching, Sales Coaching, Sales Culture, Sales Leadership

In 30 seconds

In over 30 years of experience, we’ve seen that real cultural change comes when leaders take ownership and drive learning from the top. One standout client, a financial services organisation, is showing how leader-led learning builds confident, collaborative teams who take ownership of their growth. Through a structured program of ongoing sessions – in-person and remote, leaders coach people in 1on1 and team sessions, reinforcing good habits, and creating space for self-reflection and self-correction. The result is visible: a shift in mindset, behaviour, capability uplift, improved results and culture. This client had set the benchmark for how to …

Why Leader-Led Learning Works: Lessons from a Standout Client Read Post »

human-centred-mindset-to-drive-sales-careers

Looking Beyond “Can I Help You?” – The True Purpose of Retail Sales

By / / Attitudes & Behaviours, Customer experience, Human-centred, Sales Culture, Sales Skills

In 30 seconds

Retail done right is not about pushing products — it’s about helping people. When we approach customers with genuine curiosity, purposeful care, and acknowledgment, we build trust and meaningful human connection. As Peter Drucker said, the purpose of business is to solve problems; revenue follows naturally. Whether in a pharmacy, hardware store, or camping outlet, retail staff who listen, support, and guide customers are making a real difference. A simple “Can I help you?” becomes a powerful conversation when it comes from a place of empathy. This human-centred mindset turns retail into a rewarding, purpose-driven career.

In 2 …

Looking Beyond “Can I Help You?” – The True Purpose of Retail Sales Read Post »

i_love_kimmi__a_celebration_of_exceptional_service_in_an_era_of_enshittification

I Love Kimmi: A Celebration of Exceptional Service in an Era of Enshittification

By / / Attitudes & Behaviours, Collaboration, Customer experience, Sales Culture, Sales Relationships

In 30 seconds

Two months ago, I entered Hugo Boss at Chadstone Shopping Centre, seeking a perfect suit. Kimmi, a warm sales associate, showed me a great black suit but promised to source another colour. Her friendliness led us to bond over K-dramas, J-dramas, and styling. I left with a green dress, expecting no follow-up. Yet, Kimmi called—she’d found my suit in Europe. In an era of enshittification, where businesses prioritise profit over service, Kimmi’s proactive care was a revelation. Her human-centric approach built trust and loyalty. Let’s celebrate the Kimmis and demand better than soulless automation.

In 2 minutes

Two months ago, …

I Love Kimmi: A Celebration of Exceptional Service in an Era of Enshittification Read Post »

sales-just-like-safety-should-be-a-shared-responsibility

Sales Culture = Safety Culture: The Key to Business Growth

By / / Attitudes & Behaviours, Emotional Intelligence, Everybody Lives By Selling Something, Sales Culture, Sales Growth

In 30 seconds

Just like safety, sales should be a shared responsibility across all teams—not just the sales department. When organisations embed a sales culture the way they do safety, every employee understands how to spot opportunities, communicate value, and contribute to growth. Research shows that effective communication training boosts productivity by 25% and companies with strong internal alignment see a 20% performance increase. Additionally, businesses investing in training see up to $33 ROI for every $1 spent. By equipping all employees with critical communication, collaboration, and commercial skills, organisations improve client retention, operational efficiency, and long-term success. Just as safety …

Sales Culture = Safety Culture: The Key to Business Growth Read Post »

lessons-from-sun-tzu-part-4-winning-hearts-and-minds

Winning Hearts & Minds: Lessons from Sun Tzu Part 4

By / / Sales Culture, Sales Leadership, Sales Planning, Sales Strategy

In 30 seconds

As AI reshapes sales and customer engagement, adaptability has become essential for success. Sun Tzu’s wisdom reminds us that “In the midst of chaos, there is also opportunity.” Businesses that embrace change, remain agile, and refine their strategies will seize new opportunities, while those that resist will fall behind.

To thrive, businesses must sell the way buyers want to buy, using multi-channel engagement and personalised interactions. AI should be used as a support, not a substitute, enhancing insights and efficiency while keeping human relationships at the core. Continuous refinement of sales strategies is vital—what worked yesterday may not work …

Winning Hearts & Minds: Lessons from Sun Tzu Part 4 Read Post »

team alignment

Why Team Alignment Is Your Greatest Profit Driver

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Sales Culture, Soft skills, Teamwork

In 30 seconds

Without alignment and between-team collaboration, companies lose more than revenue—they risk losing clients and employee morale. Miscommunication and silos lead to missed deadlines, poor service, and lower productivity. In today’s competitive market, alignment and building bridges are vital assets. Coordinated teamwork and open communication reduce costly mistakes and drive client satisfaction and profitability. By fostering a culture of collaboration, businesses can unlock the full potential of their teams, creating a high-performance environment that benefits clients, employees, and the bottom line.

In 2 minutes

Miscommunication and lack of coordination between departments are silent profit killers. There’s plenty of research from companies …

Why Team Alignment Is Your Greatest Profit Driver Read Post »

Barrett Sales Trend Report 2024 Logo 750x280

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 »

Scroll to Top