does-sales-have-a-seat-at-its-own-c-suite-table

Does Sales Have a Seat at Its Own C-suite Table?

By / / Collaboration, Everybody Lives By Selling Something, Leadership, Sales Driven Organisations

In 30 seconds

The Problem: Sales is handed strategy, not invited to shape it. Excluded from executive decisions, frontline teams default to discounting and deference – the very vendor mindset leadership tells them to abandon. You cannot ask your people to earn a seat at the client’s table when they don’t have one at their own.

The Shift: Treat Sales as a strategic function, not a delivery mechanism. The sales leader belongs in the room where product, finance, and marketing decisions are made – as Chief Revenue Architect, not note-taker.

The Solution: Fix the internal table first. Everything else follows

Does Sales Have a Seat at Its Own C-suite Table? Read Post »

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Your best salesperson isn’t in Sales. And they don’t even know they’re selling

By / / Everybody Lives By Selling Something, Sales Driven Organisations, Teamwork

In 30 seconds

The Problem: Most organisations train only their quota-carrying salespeople, leaving 80% of their commercial talent – engineers, delivery, product, operations – without the skills to influence stakeholders or articulate business value.

The Shift: As businesses moved from transactional to value-based, solution-focused selling, the most effective organisations recognised that selling is a team sport. The untapped commercial potential was already inside the business.

The Solution: Barrett equips cross-functional teams with role-specific frameworks, stakeholder navigation tools, and value articulation skills – delivered in short, practical sessions. The result: you can double or triple your effective sales force overnight, without adding a single headcount.

Your best salesperson isn’t in Sales. And they don’t even know they’re selling Read Post »

top-ten-action-plan-2025

2025: Top 10 Action Plan for Leaders, Teams & Capability Builders

By / / Blog, Business Growth, Human-centred, Hybrid Selling, Leadership, Learning and Development, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Results, Selling Better, Success

In 20 seconds

As we step into 2025, it’s clear that the fundamentals of trust, empathy, and delivering value remain timeless. However, the tools, methods, and contexts in which we operate are changing rapidly. Success lies in balancing these enduring principles with a willingness to adapt, innovate, and lead with clarity, commitment, and courage.

2025: Top 10 Action Plan for Leaders, Teams & Capability Builders Read Post »

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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 …

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Aligning_sales_service_for_better_client_retenetion

Aligning Sales & Service for Better Sales & Client Retention

By / / Blog, Customer Service, Sales Driven Organisations, Selling Better, Teamwork

In 30 seconds

Aligning sales and service teams is vital to healthy client relationships and maximising sales opportunities. While marketing focuses on communicating to groups through branding and advertising, sales and customer service talk to individuals. Despite their interdependence, these teams often work in silos and have different key performance indicators. This separation can result in lost clients and hinder business success. To address this, organisations have to develop collaboration between sales and service teams. By working closely together, these teams can nurture client relationships and respond promptly to their needs. Selling in the team is equally important as selling the product, service, or solution.

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Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

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selling-is-everybodys-business

Selling is Everybody’s Business

By / / Blog, Customer Service, Sales Driven Organisations, Sales Results, Selling Better, Success

Selling is everybody’s business. Any organisation that wants better sales results need to start by recognising this.

Selling has to be a whole business focus. Every person in a business needs to understand and acknowledge that we are all in sales now. Everyone, from production, credit, procurement to post-sales service, is part of the sales value chain.

Customer service

What better example to illustrate this point than customer service? How many clients are lost each year due to bad customer service? Research across the world shows that anywhere from 65% to 91% of clients that have a bad experience with customer service will …

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zoe daniel in front of crowd

A Teal Test of Character

By / / Attitudes & Behaviours, Collaboration, Common Ground, Ethics & Values, Leadership, Sales Driven Organisations, Teamwork, Vision, Mission & Purpose

As the saying goes “A crisis doesn’t develop character, it reveals character”.

And there is nothing like leading and working on a political campaign to test one’s character.

In early November 2021 I accepted the offer of becoming Zoe Daniel’s campaign manager for the seat of Goldstein at the 2022 Federal Election.

I didn’t accept the offer lightly. Truth is I have never run a political campaign of any kind before, but when I thought about it, a political campaign is the ultimate example of an on-the-ground human-to-human sales led campaign and I have helped run many successful sales led campaigns before …

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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 …

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The many ways of saying ‘no’ to a client

By / / Blog, Customer experience, Customer Service, Human-centred, Sales Driven Organisations

AND WHY IT IS IMPORTANT TO GET IT RIGHT

Ever wondered how your team or your colleagues convey a “no” to their customers when necessary? Or how consistent this kind of communication is across different account managers? Here is a real-life example, copied and pasted from the original emails.

Background: A bank customer asked his bank to reorganise his home loans, no change to the overall amount, just shifting the various parts to accommodate evolving market conditions.

In response to this request, the client was sent a new set of Terms and Conditions to sign. These new T&Cs included a paragraph about the …

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