In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
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This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert…
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The Barrett team regularly reviews and discusses all aspects of selling and sales management and what’s new and what remains constant. In recent weeks, the topic of prospecting, new business…
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The recent news about Coles and Woolworths being taken to task by the ACCC for their questionable dealings with suppliers has highlighted a major problem plaguing customer-supplier relationships. Barrett’s first…
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As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging…
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I have been thinking about how salespeople and others who are responsible for bringing in new business to their organisations feel when they get heartfelt thanks and feedback from their…
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Since I started Barrett in January 1995, I have met thousands and thousands of salespeople and sales leaders and whilst I can tell you many stories about these encounters the…
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So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’. With the best of intentions you seek to establish shared goals and…
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When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from…
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I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that…
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