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Sales Trend 7 – Facts AND Stories

By / / Blog, Communication, Human-centred, Sales Results, Sales Skills, Soft skills

This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

In successful sales, facts and stories are complementary. Facts build trust, provide evidence of value, and meet regulatory standards, and stories engage emotionally, make information relatable, and inspire action. New IT tools, like AI or data visualisation apps make it easier than ever to bring facts and stories together, and to the next level.

In 2 minutes

Facts and stories are two essential components that play a vital role in successful sales operations. Sales teams tend to be more inclined …

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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

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 …

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Unlocking Human Potential in the Age of Tech

By / / Blog, Emotional Intelligence, Human-centred, Sales Skills, Soft skills

In 30 seconds

Soft skills are now essential for everyone, not just salespeople. In a complex, connected world, automation threatens certain tasks, but people crave human connection. From building trust with clients to leading diverse teams, soft skills like communication, empathy, and ethical influence equip you to succeed.

These skills go beyond just getting ahead; they’re crucial for building a better future. Imagine businesses fuelled by trust, leaders driven by empathy, and teams excelling through collaboration. Invest in your soft skills development, share the message, and join the movement towards a brighter, more human-centred future.

In 1.5 minutes

The landscape of success is shifting. …

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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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Barrett Sales Trends 2023 Humans at the Centre

Mastering Human-Centred Learning

By / / Blog, Education in Sales, Human-centred, Learning and Development, Sales Skills, Sales Training, Sales Trends, Selling Better

Sales Trend 11 from the Barrett 12 Sales Trends for 2023 is about Learning and Development.

By Jens Hartmann // Head of Learning and Development at Barrett

In 30 seconds

In the corporate world, the focus of learning and development (L&D) initiatives is shifting. Traditionally outcome-driven, organisations are now emphasising human-centred learning. With the advent of technology, training methodologies have diversified, offering online and remote options. While online learning can be effective, challenges like “online fatigue” and isolation persist. Human interaction remains vital, particularly for topics like communication skills. Studies show that a blend of online and in-person elements fosters …

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Nurturing Soft Skills for Business Success

By / / Blog, Digital credentials, Education in Sales, Emotional Intelligence, Entrepreneurship, Life Skills, Sales Essentials, Sales Skills

In 30 seconds

Soft skills have taken centre stage in the 4th Industrial Revolution, becoming integral to employability and business success. These versatile abilities, spanning communication, teamwork, problem-solving, emotional intelligence, ethics, and global citizenship, are now more critical than ever. Deloitte Access Economics forecasts that by 2030, two-thirds of jobs will heavily depend on soft skills, marking a significant workforce transformation. Businesses, especially in sales and customer service, can gain a competitive edge and increase revenue by fostering these skills. Enhanced interpersonal and self-management proficiencies create healthier work environments. Contrary to the belief that soft skills are innate, they can be …

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Everybody Lives by Selling Something

By / / Attitudes & Behaviours, Blog, Life Skills, Sales Culture, Sales Skills, Selling Better

In 30 seconds

The quote “Everybody lives by selling something,” attributed to Robert Louis Stevenson, emphasizes that everyone constantly engages in selling, whether products, ideas, or themselves. In a business context, all employees contribute to promoting their company, from salespeople to those in marketing, customer service, and representing the brand. This extends to internal departments as well, like Audit & Risk and Diversity & Inclusion. In our personal life, we continuously sell ourselves in job interviews, first dates, and social interactions. Successful selling relies on psychology and empathy, understanding customers’ needs and motivations. Mastering ethical selling empowers individuals and fuels opportunity, …

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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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