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12 Sales & Business Trends for 2024 – Striking Balance

By / / 12 Sales Trends Pages Category, Blog, Customer Service, Sales Growth, Sales Leadership, Sales Management, Sales Research, Sales Results, Sales Tips, Sales Trends

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and we’ve seen firsthand how sales teams and operations that embrace a holistic mindset fare better in both results and team wellbeing.

This report is about …

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Why Prospecting & BD Are Still Relevant

By / / Blog, Business Growth, Prospecting, Sales Results, Sales Skills, Selling Better, Success

In 30 seconds

Prospecting involves the identification of potential clients through targeted outreach. This leads to Business Development, where relationships with potential and existing clients are cultivated for ongoing opportunities. Despite the digital age, traditional skills like prospecting and business development remain crucial. Technology hasn’t replaced the need for building relationships and actively seeking opportunities. These skills enable sales professionals to establish rapport, build trust, and close deals. In an era where we are inundated with messages, a targeted approach through prospecting and business development is essential to stand out, as it ensures a lasting impression on prospects …

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The Ever-Evolving Path to Sales Mastery

By / / Blog, Education in Sales, Sales Results, Sales Skills, Sales Tips, Sales Training, Success, Uncategorized

In 30 seconds

The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing skills. Salespeople need to master action-oriented strategies to uncover valuable business opportunities, they require self-discipline, prospecting, account planning, etc. and the ability to build human-centred client relationships to deliver value-based solutions. Accountability is key, and teamwork is vital for success. Sales is a profession driven by curiosity, helpfulness, and fairness. Sales mastery is not a destination; it’s an ongoing journey, a relentless pursuit of excellence in an ever-changing landscape.

In 2 minutes

The …

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The Tricky Business of Discounts

By / / Blog, Negotiation, Sales Relationships, Sales Results, Sales Skills, Sales Tips

In 30 seconds

Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples, and erodes trust. The key here is to understand the reason behind the haggling. Then you can either consider meaningfully adjusting your solution to your customer’s budget if that is the issue or offering an add-on. However, any extra offering must align with the solution and add value to it. Transparently communicate value, tailor solutions, and provide meaningful add-ons. This not only builds trust but also enhances your reputation as a …

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Reflect, Adapt, and Succeed: The Stop-Start-Keep Approach

By / / Attitudes & Behaviours, Blog, Resilience, Sales performance, Sales Results, Self Development, Success, Uncategorized, Wellbeing

In 30 seconds

It’s the end of the financial year in Australia, and it’s a good time to recognise our successes and reflect on what we’ve learned on the financial year 22/23.

At Barrett we use the “Stop, Start and Keep doing” tool:

  • Stop – What do I/we want to Stop Doing? Identify practices, behaviours, or processes that don’t work for you/your team. This way you can phase it out.
  • Start – What do I/we want to Start Doing? Identify new practices, behaviours, thoughts, or processes that could bring positive change.
  • Keep doing: What do I/we want to Keep Doing? Acknowledge what works and successes …

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    Unlocking Success: From Sales Challenges to Extraordinary Results

    By / / Blog, Business Growth, Opportunity, Sales Growth, Sales Operations, Sales Research, Sales Results, Selling Better

    In 30 seconds

    We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we have taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.

    In 2.5 minutes

    As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for …

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    Sales Training – Sales Mastery Mindset

    By / / Blog, Sales Results, Sales Skills, Sales Training, Selling Better

    In 30 seconds

    Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery.

    In 2 minutes

    Achieving the pinnacle of sales mastery is an unattainable goal. However, having a sales mastery mindset enables continuous improvement in the multifaceted …

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    From Personality Cults to Sales Process Maps: Rethinking Sales Success

    By / / Blog, Sales performance, Sales Process Maps, Sales Results, sales-process-map, Success

    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 effective way to get new hires up to speed. A sales process map outlines the steps, activities, tasks, and behaviours of how your business sells and services. By incorporating the best practices of your top salespeople and aligning them with your sales strategy, you empower new hires to adopt and make the process their own. This approach allows them to observe successful salespeople applying the process, assess their own competence, and …

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    Audit Your Sales System to Sell Better Faster in FY 2023-24

    By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

    As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

    Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

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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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