barrett-sales-trends-2023-trend-6-ai-and-humans

AI AND Humans

By / / Attitudes & Behaviours, Blog, Business Growth, Forecasting, Human-centred, Sales Forecasting, Sales Trends

Sales Trend 6 of the Barrett’s 12 Sales Trend Report for 2023 is about the challenges and opportunities of incorporating AI in a human-centric business.

Interview with KARL MATTINGLY // Founder of DYSRUPT LABS

In 30 seconds

AI is a tool that saves time, money, and worry while uncovering valuable insights for businesses. Karl Mattingly, founder of Dysrupt Labs, emphasises the importance of human-centric AI. By reducing human error, AI can improve customer experience, accelerate discoveries, and enhance healthcare outcomes. Karl highlights the value of a hybrid human-AI approach, where AI partners with human experts to produce superior results. While …

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sales-trends-8-selling-better-faster

Selling Better, Faster

By / / 12 Sales Trends Pages Category, Blog, Education in Sales, Sales Essentials, Sales Forecasting, Sales Results, Sales Training, Sales Trends, Selling Better

Sales trend 8 from the Barrett 12 Sales Trend Report for 2020 highlights specific approaches businesses are taking to help their sales teams sell better, faster using technology, modern learning practices, and the wisdom of the crowd.

This is a condensed version of Sales Trend 8, to read the original version you can download the report for free.

The time is NOW to lift our game when it comes to how we deliver sales education, how we do sales forecasting, and how we spot and capture sales opportunities across our entire organisation so we …

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Crowdsourcing Sales Forecasting to deliver better certainty

By / / Attitudes & Behaviours, Forecasting, Innovation, Opportunity, Sales Forecasting, Sales Leadership, Sales Management, Selling Better, Success

People love certainty, especially when it comes to business. Which is why sales forecasting and sales pipeline management can often be the bane of sales leaders and their sales teams’ lives with senior management constantly on their backs wanting to know what deals will land and when, and when the revenue will start to come in. It’s relentless.

So given the current state of the world and the climate of uncertainty, it’s a good time to look at some of the latest thinking and work being done to improve the certainty of sales forecasting and pipeline management.

Current Situation with Sales Forecasting

Tracking …

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Sales Trend 9 – Marketing technology for better sales results

By / / Brand & Reputation, Collaboration, CRM, Marketing, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Results, Sales Trends

Guest co-author: David Hubbard CEO, Founder and Revenue Growth Expert for Marketing Outfield, New York, USA

Sales Trend 9 from our  12 Sales Trends Report for 2016 is about using Marketing technology for better sales results.

Sales and Marketing Technology – Which Trends Should You Pay Attention To?

No wonder we are confused. The number of vendors providing Advertising, Marketing OR Sales technology “solutions” has exploded in the last couple of years with it becoming a large multi-billion dollar industry with revenues growing at double digit percentages annually. There are now over 3000 vendors (and more in …

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What’s the right Sales Conversion Ratio for my sales team?

By / / Prospecting, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Results, Sales Tips

At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams.

And our answer is to offer more questions such as:

  • Are the market(s) you are targeting in growth, mature, decline, or saturation mode?
  • What value propositions are you taking to market to your prospective clients in terms of commodity low cost options or value beyond product and price, and ROI?
  • How clear is your sales messaging to capture the share of mind of your target markets and enable your salespeople to be very clear and concise about the value they bring when prospecting and selling?
  • How effective …

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Sales Reporting – Why Bother?

By / / Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Results, Sales Skills, Sales Tips

Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting of sales data. Nothing too complicated. He was conscious of focussing on the key measures and not overloading his sales team with too much reporting because he wanted his sales team out there selling instead of being glorified administrators.

Sam is my kind of sales manager. There for his people and his company making sure that his sales team knew exactly what was expected of them in terms …

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Why managing sales inputs leads to sales disaster

By / / CRM, Education in Sales, Performance Management, Sales Forecasting, Sales Management, Sales Measures - Inputs & Outputs, Sales Motivation & Rewards, Sales Pipeline, Sales Results

‘Selling is a numbers game’ has been said more times than any of us care to remember.  And yes, numbers are critical to sales, however some organisations place far too much emphasis on the managing the numbers, especially their obsession with their salespeople’s input activities – i.e. number for prospecting (cold) calls, client meetings, numbers in the pipeline etc. This “management by numbers” approach is flawed and leads to confusion, distress and worst, poor sales results over both the short and longer term.  The approach fails to grasp that up to 80% of the activities of a sale are outside …

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Breaking the Chain of Ignorance – upping the pace of transformation

By / / Attitudes & Behaviours, Communication, Sales Driven Organisations, Sales Forecasting, Sales Measures - Inputs & Outputs, Success, Vision, Mission & Purpose

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking the Chain of Ignorance – upping the pace of transformation”.

It is not enough to adapt to change, we need to keep ahead of the curve and continue to transform ourselves before the change arrives – opting to stay conservative will be a riskier strategy than taking risks to transform.  But the risks don’t need to come from the unknown.  The key to …

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How many clients and sales are you losing out the back door?

By / / Attitudes & Behaviours, Brand & Reputation, Customer Service, Sales Culture, Sales Driven Organisations, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Pipeline

Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client?

Keeping clients onboard and engaged with your business is just as important as your sales team finding new business sales with new and existing clients, however many businesses do not pay enough attention to the back end of their business leaving client retention to chance.

Have you ever mapped the whole value chain of your business and looked at where your clients engage with your company?

How many client touch points are there?

The more …

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Delivering Real Value beyond Product & Price

By / / Attitudes & Behaviours, Brand & Reputation, Business Acumen, Competition, Sales Forecasting, Sales Measures - Inputs & Outputs, Value Proposition & Value Add

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering Real Value beyond product and price”.

For many years most of a product’s value came from the production processes that converted raw material into useful forms. Now real value is coming from supply chain logistics, partnership agreements, overall business improvements, shared innovations, technological improvements, styling features and other attributes that only people can create.

In the 21st Century the intangible is now more …

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