In 30 seconds The Problem: Leaders confuse complexity with clutter. They think "making life easier" means cutting steps and removing structure. Result? They create a vacuum where chaos takes over.…
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In 30 seconds The Problem: Most sales playbooks were built for a world that no longer exists. They're linear, assume predictable buyer paths and universal cold calling success, and were…
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In 30 seconds Upselling is not merely about increasing a customer’s bill; it's about adding value by offering complementary products or services that enhance the primary purchase. When done correctly,…
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This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds Excellence in sales team performance relies on…
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Sales Trend 10 of the Barrett 12 Sales Trends Report for 2023 is about the importance of designing human-centred buying-selling-servicing processes. In 30 seconds Buying-selling-servicing processes are the collection of…
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In 30 seconds Sales process mapping is essential for delivering sales strategies and setting quality standards for sales and service teams. Beyond its known benefits, it uncovers valuable insights. For…
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In 30 seconds Sales success has long been built around personalities, leaving new salespeople to emulate revered individuals without much success. A well-defined sales process is a quicker and more…
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Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good…
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In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
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The most current and effective iteration of the modern sales profession has been around for the last 15-20 years i.e. client centric solution selling, and yet, most salespeople still learn…
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