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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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AI: Your Ally for Better Client Engagement & Sales Success

By / / AI & Data, Communication, Innovation, Prospecting, Sales Market Segmentation

In 30 seconds

AI is my ally, revolutionising sales and client service with enhanced productivity and engagement. Robotic Process Automation streamlines CRM tasks, while Natural Language Processing (NLP)-powered chatbots deliver tailored responses. AI-driven market research crafts targeted pitches, boosting conversions. Machine Learning outperforms LinkedIn’s searches, pinpointing prospects, and Deep Learning ensures empathetic communication. Choose reliable AI, but beware: an AI-generated prospecting call recently lacked authenticity, so I hung up. Always make real calls and review AI content for your voice, using AI as a co-creator. By 2030, soft skills will dominate, with AI freeing you for authentic relationships. Barrett …

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Winning the Right Customers: Lessons from Sun Tzu Part 2

By / / Business Growth, Sales Market Segmentation, Sales Strategy

In 45 seconds

Success in sales isn’t about reaching everyone – it’s about reaching the right people. Many businesses waste time chasing any potential lead, only to have their message lost in the noise. Sun Tzu reminds us that “Victorious warriors win first and then go to war.” The same applies to sales – those who position themselves strategically win before they even compete.

SMEs must occupy the right ground, understanding who they serve best and where competitors fall short. Instead of fighting on price or scale, they should compete with expertise, personalisation, and storytelling. A strong positioning strategy ensures businesses stand …

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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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I can see opportunity in my sector. How can I make the most out of it?

By / / covid-19, Customer Service, Opportunity, Optimism, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation

Crises bring many challenges but they can also bring many opportunities. New opportunities and new markets or micro markets emerge, new ways of doing business open up, new customers become available and we need to be ready to adapt quickly to those opportunities. It might seem difficult at first to pivot to the new – and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the …

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How do I keep the business going?

By / / covid-19, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Market Segmentation, Sales Strategy, Sales Training

It might seem difficult –and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the right advice, training or up-skilling you can land safely. Luckily, we have more than 208 seconds to get your business ready.

We have remote solutions in place to help you:

  • Develop your COVID-19 Sales Strategy & Plan: This process provides the best starting place to allow you, senior leaders and your sales team …

    • How do I keep the business going? Read Post »

    Finding Sales Opportunities in the Supply Chain of Supply Chains during COVID-19

    By / / Innovation, Opportunity, Optimism, Resilience, Sales Driven Organisations, Sales Market Segmentation, Sales Strategy, Sales Tips, Systems Thinking

    At Barrett, our goal is to help businesses stay in business and keep people in jobs so we can sell better for a sustainable future.

    And right here right now, the world as we know it will most likely seem overwhelming to many of us and for a good reason – the unprecedented health and economic impact of COVID-19.

    We are in unchartered territory.

    We’d either have to be living under a rock or completely oblivious for this to not have some physical and psychological impact on our wellbeing, employment, livelihood, share portfolios, families and communities. This situation affects us all regardless of …

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    The key differences between B2C & B2B Sales Market Segmentation

    By / / Collaboration, Education in Sales, Marketing, Sales Market Segmentation, Sales Strategy, Success

    A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.

    At Barrett, we do a lot of work with B2B sales and marketing teams in helping them define their sales market segments so they are very clear …

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