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The Strategic Pushback: Why Saying ‘No’ Earns You the Right to Be There

By / / Communication, Emotional Intelligence, Negotiation, Sales Skills, Soft skills, Value Based Selling

In 30 seconds

The Problem: Clients routinely test sales professionals with compressed timelines, unjustified discounts, or requests to strip down the solution. Most salespeople fold, fearing the deal will walk.

The Shift: Saying yes to a bad request is a trap. It erodes margins, sets delivery teams up to fail, and quietly lowers the client’s respect for you. Order-takers please. Trusted advisors push back to protect the integrity of the outcome.

The Solution: Hold your ground on timelines, sell on value not price, and refuse to deliver fragmented solutions you know will not work. Saying no earns you the right to stay at the strategic table.

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Landing on the Hudson – Again. Leading Through Disruption

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Resilience, Strategy, Teamwork

In 30 seconds

The Problem: Global instability – geopolitical tensions, oil volatility, supply chain pressure – is creating real uncertainty for leaders, sales teams, and client-facing professionals. The temptation to retreat, go quiet, or panic is understandable. But it is exactly the wrong response.

The Shift: The businesses that outperform in a crisis are never the ones who waited it out. They invested in their people, stayed close to their clients, and kept moving – even when the ground was shifting beneath them.

The Solution: Get ahead of it. Steady your leadership, sharpen your messaging, and keep your team sales fit. The plane can be landed. You know how.

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31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever

By / / AI & Data, Complex Selling & Transactional Selling, Emotional Intelligence, Everybody Lives By Selling Something, Sales Methodology

In 30 seconds

The Problem: Complex B2B sales requiring human relationships and risk navigation are being forced into transactional procurement processes designed to commoditize vendors and slash costs. You’re brought in late just to provide price comparisons, excluded from early relationship building, and squeezed on margins when your solution demands the complexity track, not the commodity track.

The Shift: Decision-making has become harder to access. Market forces actively reward short-term extraction over relationship building. A critical value translation gap exists: sellers can’t articulate technical features as business outcomes, and buyers lack language to express value beyond price. When economic headwinds hit, companies revert aggressively to extractive behaviours.

The Solution: Barrett’s “Selling Better” methodology combines business savvy with emotional intelligence. Claim seats strategically early. Get involved in “Why Change?” conversations before procurement locks you out. Lead insight-creating dialogue that helps buyers understand their challenges differently. Integrate AI thoughtfully to amplify human capability, not replace trust-building. Know when to walk away from toxic relationships. Your best shot: be at the table early, or you’ll end up on the menu.

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Rebel Rebel Modern Love: Building Customer Loyalty Through Empathy & Trust

By / / Collaboration, Customer experience, Emotional Intelligence, Entrepreneurship, Soft skills

In 30 seconds

Key Takeaways:

The Problem: Automation is eroding human connection. Research shows 68% of customers leave because they feel companies don’t care, not due to product issues or price.

The Shift: From customer acquisition to community cultivation, Bowie built a tribe through BowieNet’s 18-year run (1998-2016), creating deep relationships before “community” became a buzzword. The future belongs to those mastering Human-AI Partnership: AI handles mechanics while humans deepen emotional intelligence and trust.

The Solution: Embed empathy in every interaction through active listening, understanding emotional drivers, and aligning solutions with values. Build advisory relationships prioritising long-term trust over transactions. Leaders must model team empathy, creating psychologically safe spaces where connection flourishes.

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The Competitive Advantage Hiding in Plain Sight

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Gender & Sales

In 30 seconds

What if your competitors are overlooking talent that delivers 8% higher quota attainment? Xactly’s research shows women hit 86% of targets versus men’s 78% yet represent only 19% of sales leaders. High-performing teams leverage complementary strengths. Organisations with greater diversity see 20% better client loyalty and innovation. The opportunity isn’t about choosing sides; it’s about fielding your strongest team. Championship teams need strong male allies who champion different approaches and model inclusive leadership. Sales is a team sport. Are you playing to win? Explore solutions at selllikeawoman.com.

In 2 minutes

Here’s a question for sales leaders: What if …

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eq-is-your-most-effective-power-move

Stop ‘Speaking Your Mind’. Start Winning

By / / Attitudes & Behaviours, Emotional Intelligence, Sales Skills, Sales Tips, Soft skills, Uncategorized

In 30 seconds

Blurting out whatever’s on your mind might feel good for five seconds, but it can kill a deal, a relationship, or your reputation just as quickly. In business, brutal honesty without strategy isn’t courage; it’s carelessness. Emotional Intelligence turns honesty into influence. Pause, reflect, and reframe with empathy. Ask questions to uncover the real concern. Choose words that open doors instead of slamming them shut. Listening builds trust and moves conversations forward. The goal isn’t to “be righteous” in the moment, it’s to achieve the outcome you want and others value. In high-stakes situations, EQ isn’t weakness. …

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Rebel Rebel Authenticity: Bowie’s Blueprint for Being Real in Business

By / / Attitudes & Behaviours, Collaboration, Communication, Emotional Intelligence, Leadership, Soft skills, Teamwork

In 30 seconds

Authenticity isn’t soft: it’s a bold act of leadership. David Bowie’s evolution, especially during his Berlin years, shows how stepping out from behind the mask unlocks trust, emotional intelligence, and real connection. In today’s fast, automated world, being human is your competitive edge. Like Bowie, I once hid behind work until I learned to lead with my values and full self. That shift transformed everything. At Barrett, we call this Selling Better. It’s not about performance; it’s about being real. Because the most powerful relationships in business are built on truth, presence, and the courage to be yourself.

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Why Your Reputation IS Other People’s Business AND How Not To Care

By / / Attitudes & Behaviours, Brand & Reputation, Emotional Intelligence, Life Skills

In 30 seconds

Reese Witherspoon’s call to ignore others’ opinions promises freedom, but in business, reputation, shaped by what’s said when you leave the room, drives success. Harvard Business Review (2023) notes 70% of hiring decisions hinge on perception, underscoring our need to engage proactively. Yet, total detachment risks isolation. Emotional intelligence (EQ) bridges this gap: self-regulation and empathy foster trust while preserving identity. As an HSP, I use “caring detachment” to connect, collaborate, and lead, owning my emotions despite people-pleasing tendencies. It’s messy but manageable with reflection and boundaries. How do you balance freedom and reputation? Share your insights.

In 2 …

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Rebel Rebel Resilience: Bowie’s Blueprint for Thriving Under Pressure

By / / Attitudes & Behaviours, Emotional Intelligence, Life Skills, Resilience

In 30 seconds

David Bowie’s fearless reinvention inspires sales leaders and teams to thrive under pressure. Betrayed by manager Tony Defries and stuck in a post-Let’s Dance slump, Bowie pivoted with Tin Machine, embracing authenticity. His mantra, “throw away your best work to move forward,” fuels resilience. Drawing from Antifragile, GRIT, and Learned Optimism, reframe pressure as opportunity, align with purpose, and build loyal tribes. Choose progress over paralysis, dance through chaos like Bowie’s Diamond Dogs tour, and turn setbacks into wins. Be a rebel, let resilience be your anthem and make every challenge your stage.

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Is Rapport Really the #1 Predictor of Sales Performance?

By / / Communication, Emotional Intelligence, Life Skills, Sales Psychology, Value Based Selling

In 30 seconds

While rapport plays a valuable role in building trust and connection, it’s far from the sole driver of sales performance. Reducing sales success to “being likeable” oversimplifies a complex, multifaceted discipline. Effective salespeople don’t just charm—they listen, solve problems, communicate value, and follow through. In fact, some of the best performers aren’t especially sociable but consistently build credibility, trust, and results. At Barrett, our decades of experience and research show that true sales success stems from a cluster of traits: mindset, planning, value creation, problem-solving, trust, and yes, relationship building. Rapport is one important thread—but overemphasising it can …

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