Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

Human-Centred sales teams
A game-changing strategy Read Post »

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Where have businesses been exposed during the crisis when it comes to Sales?

By / / Attitudes & Behaviours, Blog, covid-19, CRM, Prospecting, Remote selling, Sales Culture, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy

When the coronavirus pandemic took hold of the world in early 2020 it was nearly impossible to imagine the effect it was going to have in our lives and how it was going to affect our businesses and livelihoods.

Since March 2020, we have been tracking what’s happening with a range of businesses across markets and what they are doing, or not doing as the case may be, to adapt their sales processes, sales teams and strategies to stay in business, attract and retain customers, and sell better in the New Normal.

Having engaged with hundreds of leaders, including SME business owners …

Where have businesses been exposed during the crisis when it comes to Sales? 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 »

    Selling deception & enabling criminals – how we’ve hit a new low

    By / / Attitudes & Behaviours, Ethics & Values, Sales Culture

    I’m so furious, but sadly not surprised at all, with the news this week about the unethical, shameful and, frankly, criminal actions of companies such as Westpac and NAB. They are not alone, far from it, but they stand out as current heinous examples of the deception, greed and corruption emanating from the highest levels of business and its devastating impact on people.

    Someone asked me the other day if this was the fault of the salespeople who sold the junk insurance or billed dead people, or the fault of compliance teams that ignored 23 million illegal transactions. Yes, they are …

    Selling deception & enabling criminals – how we’ve hit a new low Read Post »

    Sales – the new team sport

    By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Role Clarity, Sales Culture, Sales Driven Organisations, Sales Results, Sales Trends

    Sales trend 9 from the Barrett 12 Sales Trends Report for 2019 explores the characteristics and benefits of truly integrated sales teams.

    The future of the individual ‘solo’ salesperson is coming to an end for most businesses.

    What is taking their place is an integrated team of people working on sales together.

    Sales leaders do not need teams of individual B2B salespeople, they need people with a diverse range of skills working as integrated teams across a range of sales disciplines and capabilities.

    Teams who can cover areas such as sales and territory planning, account development, CRM & sales pipeline …

    Sales – the new team sport Read Post »

    What is the correct title for a salesperson? – New edition

    By / / Attitudes & Behaviours, Call Reluctance, Prospecting, Sales Culture, Sales Tips

    What is the correct title for a salesperson’s role? What should I call myself?

    This is a contentious issue… And a question we get asked frequently.

    The answer will depend on why you are asking the question. Are you asking because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do.
  • You are uncomfortable being called a ‘salesperson’ or ‘sales representative’ for whatever reason.
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc. even though your role involves selling?

    • All of these questions are valid and can present problems …

    What is the correct title for a salesperson? – New edition Read Post »

    Why ‘Coaching with Compassion’ leads to healthier coaches

    By / / Attitudes & Behaviours, Coaching, Education in Sales, Emotional Intelligence, Ethics & Values, Gratitude, Resilience, Sales Coaching, Sales Culture, Wellbeing

    At Barrett we are very mindful of our coaching approach and the well-being of the coaches and coachees. Read what Jens Hartmann, our head of Learning and Development has to say about this.

    ‘Coaching with Compassion’ not only is better for the coachee, it has health benefits for the coach as well

    Let’s say you’re a sales leader, and you have the opportunity to coach a salesperson who has a decent track record. This has been their week:

    Some big deals are taking more effort and time to close than expected; there’s pressure to close deals before the end of the …

    Why ‘Coaching with Compassion’ leads to healthier coaches Read Post »

    The Sales Juggling Act: how to keep your eye on the sales prize

    By / / Attitudes & Behaviours, Case study, Education in Sales, Sales Culture, Sales Leadership, Sales Management, Sales Results, Sales Strategy, Selling Better

    Sales is integral to business. Without sales we don’t have a business.

    But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always high.

    Sales operations and teams are also fragile ecosystems. Set up well to perform to a standard, they require constant hands-on leadership and stewardship; it’s like keeping a set of spinning plates spinning. Take your eyes off those sales plates for a second and everything can come …

    The Sales Juggling Act: how to keep your eye on the sales prize Read Post »

    Sales trend 5 – Using sales enablement technology to build trust

    By / / 12 Sales Trends Pages Category, Brand & Reputation, Sales Culture, Sales Results, Sales Tips, Sales Trends

    Guest author: Steve Hall

    Sales Trend 5 from the Barrett 12 Sales Trends Report for 2019 is about why ‘more’ isn’t ‘better’ when it comes to sales enablement technology.

    Sales enablement technology is becoming more and more sophisticated. Artificial intelligence, Account Based Marketing (ABM) platforms, email tracking, autodiallers and so on are enabling more salespeople to reach out more often to more prospects.

    But the search for newer, better, faster sales enablement technology is seeing a counter-trend emerge – one that focuses on creating better understanding of the people who really matter – the prospects.  And this includes you, because you’re …

    Sales trend 5 – Using sales enablement technology to build trust Read Post »

    How to sell better in uncertain times

    By / / Attitudes & Behaviours, Education in Sales, Mindful selling, Sales Consulting, Sales Culture, Sales Management, Sales Strategy

    Here we go again.

    Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when everyone else around us is losing theirs? How are we supposed to lead business and keep selling better when there’s a general feeling of uncertainty that makes decision making so difficult?

    There are those of us who have been around in business for some time now. Many of us have been through a few major crises before such as the GFC and the major recession we had in the early 1990s. Things weren’t pretty, for sure, and yes there was a …

    How to sell better in uncertain times Read Post »

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