Don’t die wondering, the real secret to sales success – Part I of II: the business

By / / Attitudes & Behaviours, Innovation, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Pioneer, Sales Process Maps, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Strategy, Success

I know, I know, I know.

How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed?

Usually, these ‘secrets’, once you look into them, either leave you feeling duped because of the unethical biases they take, or you are left with lots of little bits and pieces of advice that are ok but they are not coordinated in a manner that you can manage and move forward with them.

Like the diet and wellness industries, you could spend a lifetime trying to work out what you should do to improve your chances at …

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Metrics for Measuring Solution Selling

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Performance Management, Sales Driven Organisations, Sales Measures - Inputs & Outputs, Social Sales, Solution Selling

How do we measure sales performance now?

As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance.

Sales people, using a solution-selling approach, generally nurture larger, more complex and lucrative deals; they are engaging in business-level discussions with key executives in prospect companies and invest heavily in building long-term, trust-based relationships with key decision makers. But in many instances, their success is still being measured using the old transaction-based sales metrics.

Working with many, many sales leaders and their sales teams since 1995, we understand that while making the …

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Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Marketing, Sales Driven Organisations, Sales Results, Sales Trends, Social Sales

Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more.

With the help of technological disruption, buyers in the past 10 years have dramatically changed how they identify opportunities, evaluate alternatives, and purchase solutions.

What has changed?

Buyers are no longer calling the vendor to learn what’s new or to request information like they did before. They have become self-educating; consuming online information whenever they wish.

  • Buyers rely less on initial telephone / in-person meetings with vendors and more on consuming information online.
  • Buyers rely less on tradeshows / networking events and …

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Is your sales problem really a sales leadership problem?

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales Driven Organisations, Sales Leadership, Sales Research, Sales Results, Sales Talent

Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on.

Some of the most common questions we hear from sales managers, sales leaders and CEOs are:

‘How do we get our sales people to sell more, produce better sales results?’

‘How do we find better sales people who can sell?’

If you look at the overwhelming content on the internet about sales problems and issues it focuses mostly on sales people and their performance…. “how to sell more” is the most common search term.

However, …

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It’s all about Opportunity: A future – disrupted & reimagined

By / / Attitudes & Behaviours, Innovation, Life Skills, Sales Driven Organisations, Sales Leadership, Sales Pioneer, Success

On December 4 (Melbourne) and 6 (Sydney) 2017, Barrett will be attending The Future: Disrupted and Reimagined event featuring Malcolm Gladwell, author of five New York Times bestsellers — The Tipping Point, Blink, Outliers, What the Dog Saw, and David and Goliath: Underdogs, Misfits and the Art of Battling Giants, and Steven Levitt, economist and co-author of Freakonomics, SuperFreakonomics, Think Like A Freak and When To Rob a Bank.

Gladwell and Levitt are some of the world’s most interesting and outstanding writers talking about the 21st century world and how we can rethink and reimagine our future in times of great …

It’s all about Opportunity: A future – disrupted & reimagined Read Post »

2017 Sales Trend 7 – Sell and Deliver Value or Commoditise

By / / 12 Sales Trends Pages Category, Business Acumen, Sales Driven Organisations, Sales Results, Sales Strategy, Sales Trends

With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations:

  • Run a business that sells unique solutions or customised products/services and generates reasonable margins and delivers real value beyond product. This means stepping up their game, building out their sales team’s business acumen and solution selling capabilities so as to stay relevant to their clients, add real business value and ROI, …

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    Why Sales is still the elephant in the room

    By / / Attitudes & Behaviours, Education in Sales, Sales Culture, Sales Driven Organisations, Strategy

    Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but actually sell and talk about sales?

    Many of them will tell you that they want to grow their businesses, deliver better revenue and profits, drive better customer experiences, be taken more seriously by their clients, build better relationships, attract more customers, etc.

    To achieve these things they will tell you they are trying out some special apps, social media strategies, CRM systems, developing their leadership styles, EQ assessments, agile work environments, flexible …

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    Driving Sales with Marketing Automation – Part III of III

    By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

    5 things to be wary of when implementing marketing automation in your business

    Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ series of 3 articles.

    There are many things to be wary of in this space. There are lots of false prophets and digital content marketing gurus out there promising nirvana in this space. As Sue points out, too many people still want to avoid the topic and …

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    Driving Sales with Marketing Automation – Part II of III

    By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

    5 ways to implement marketing automation in your business

    Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles.

    Sue states that delivering effective sales and marketing strategies requires a disciplined approach. ‘Less is more’ is also a good reminder when looking at how to get the best results out of Marketing Automation.

    Before you launch marketing automation you first need content that aligns with your sales strategy, your purpose, your …

    Driving Sales with Marketing Automation – Part II of III Read Post »

    Driving Sales with Marketing Automation – Part I of III

    By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

    The ‘Driving Sales with Marketing Automation’ series of 3 articles has been developed by Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett. Rishad and Sue will present ideas, concepts, research and findings about how to make the most of marketing automation and sales activation.

    Why?

    Because marketing automation has become the new digital buzzword, with many adopting it under the impression that it is a quick fix for lead generation and repetitive tasks. While its popularity is evident you will find it is not the silver bullet to more sales in of itself. Like anything, we need …

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