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Selling Better: Aiming for Better, Not Perfect

By / / Business Growth, Sales Coaching, Sales Essentials, Sales Leadership

In 30 seconds

Thirty years ago, we chose selling better over selling more. The philosophy? Adaptation, evolution, and progress. Think of a sailboat captain constantly adjusting sails to changing winds. That’s human-centred selling. Your clients aren’t machines, they interpret messages through emotions, context, and experience. What you intend isn’t always what’s received. Perfection doesn’t exist in human interaction. Instead, focus on continuous tuning. Read the signals. Adjust your approach. Learn and evolve. A stationary boat can’t be steered. Keep moving forward, adapting as you go. That’s selling better. That’s sustainable growth. That’s putting humanity back into business.

In 2 minutes

Why Approximation …

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Rebel Rebel Sound & Vision: Picking Up Weak Signals Leading into the Future

By / / AI & Data, Complex Selling & Transactional Selling, Sales Essentials, Sales Market Segmentation, Sales Pioneer, Sales Strategy, Value Based Selling

In 30 seconds

“Tomorrow belongs to those who can hear it coming.” David Bowie

Bowie’s genius wasn’t just artistic, it was strategic. He launched BowieNet in 1998, pioneered music videos, and created Bowie Bonds by spotting weak signals others missed. In 1995, I spotted transactional selling dying, leading to Barrett’s foundation. In 2014, another signal revealed selling needed to become an operating system, not just sales activities. Now AI is fundamentally changing how we engage and sell. Like Bowie’s evolution from glam rock to electronica, successful adaptation requires reading signals early and acting boldly. The future belongs to those who hear it coming and have the courage to act on what they hear.

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Nurturing Soft Skills for Business Success

By / / Blog, Digital credentials, Education in Sales, Emotional Intelligence, Entrepreneurship, Life Skills, Sales Essentials, Sales Skills

In 30 seconds

Soft skills have taken centre stage in the 4th Industrial Revolution, becoming integral to employability and business success. These versatile abilities, spanning communication, teamwork, problem-solving, emotional intelligence, ethics, and global citizenship, are now more critical than ever. Deloitte Access Economics forecasts that by 2030, two-thirds of jobs will heavily depend on soft skills, marking a significant workforce transformation. Businesses, especially in sales and customer service, can gain a competitive edge and increase revenue by fostering these skills. Enhanced interpersonal and self-management proficiencies create healthier work environments. Contrary to the belief that soft skills are innate, they can be …

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Selling Better Faster – Sales Training Case Studies

By / / Blog, Case study, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Uncategorized, Value Based Selling

When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.

At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about …

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Get badged! Get properly recognised for your sales capabilities

By / / Assessments, Blog, Education in Sales, Learning and Development, Sales Essentials, Sales Training

There is nothing like that feeling of accomplishment, especially when we’ve stepped outside our comfort zone and learnt something new, challenged our abilities, or put the work in to better ourselves and attain levels of mastery in core disciplines and reap the rewards.

Independently, people undertake learning via self-study or courses to better themselves every day, whether it’s for work, career, or just personal interest. Some get university degrees or certificates to validate their study and accomplishments.

However, many of us participate in courses and programs offered by our organisations or we might do some online course to better ourselves but how …

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Selling Better in Extreme Conditions – Case Study

By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

Updated: February 2023

Case Study – Multinational Client B2B team  

In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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Achieving a better ROI on Sales Training

By / / Blog, Education in Sales, Learning and Development, Remote selling, Sales Essentials, Sales Growth, Sales Results, Sales Skills, Sales Training, Selling Better

It’s that time of the year again when businesses start budgeting for the next financial year, and with that many wonder how much they should spend in sales training. Of course, the answer to the question is different for each business, but using a simple example, here are 3 basic options currently widely available and the results you can expect from each:

  • Do nothing but expect improved results
    Hope is not a strategy.
    Investment: zero.
    ROI: uncertain
    This is still very common across businesses and prevalent in a number of industries because …

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    Putting the Trainer back into Sales Management

    By / / Blog, Coaching, Education in Sales, Sales Coaching, Sales Essentials, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Skills, Sales Training

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    Training salespeople is vital to healthy and sustainable sales performance. With markets becoming more complex and changing at rapid rates, ongoing development measures are imperative to help salespeople stay up to date and effective. Training needs to be periodic for it to have any effect. Regular ‘mini’ training sessions in short, sharp bursts combined with one-on-one coaching in the field makes for better and better sales …

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    Will we ever return to traditional classroom education?

    By / / Attitudes & Behaviours, Blog, covid-19, Education in Sales, Sales Essentials, Sales Skills, Sales Training

    When was the last training workshop you attended with a group of people in a brick and mortar classroom or training facility? A while ago I suspect.

    For the vast majority of learners in businesses, schools and universities, the traditional face to face classroom setting is not available during the restrictions of the current pandemic.

    Does this mean an end to formal education and learning? Of course not.

    What it does mean is that, at no other time in history, we have the perfect opportunity to re-frame, re-imagine and re-design education and formal learning and effectively re-engage learners in how to upskill, learn, …

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