kick start your sales growth

Seven Things to Kick Start Sales Growth in the New FY

By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

No mucking around. Let’s get straight to the point.

Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

So here are 7 things you can do to get real sales traction and sustainable sales and business …

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Human-Centred sales teams
A game-changing strategy

By / / Blog, Collaboration, Human-centred, Sales Culture, Sales Relationships, Sales Results, Sales System, Strategy, Success

For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each other.

What if I told you that doing the exact opposite would actually make selling and buying easier, quicker and more enjoyable for all concerned?

Most people want relationships of all kinds, to be open, honourable, honest, productive, positive, and above all safe because this means we can concentrate on what’s important and get things done together.

However, the more companies operate in the technical space, looking for technical solutions to sales challenges, …

Human-Centred sales teams
A game-changing strategy Read Post »

sales-strategy-tactics-only-or-is-it-more-than-that

Sales Strategy – more than tactics & incremental growth

By / / Blog, Case study, Sales Strategy, Sales System, Strategy

Corporate, business, and marketing strategies are often too broad, or too focused on either financial or brand results only as to offer any clear direction to a sales team. Which means the support, focus, direction, standards, and mission of a sales operation is often reduced to little more than generating more business at better margins.

Because of this broader focus on the bigger picture, sales strategies all too often become a series of tactical activities that do little more than support marketing. In the end all that this achieves is making sales an expensive, frustrating exercise with salespeople …

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7 things you can do immediately to sell better now plus some extras

By / / Blog, Business Acumen, Collaboration, Common Ground, Gratitude, Opportunity, Sales System, Strategy, Success, Trust

In September 2019 I wrote an article “7 things you can do immediately to improve your sales results in challenging markets” and while a lot has happened since, the core elements of this advice remain true. However, given the advent of Covid and the many lessons learned since, I’d like to include and emphasise the virtues of Trustworthiness, Cooperation and Gratitude because they underpin good business.

Many people’s perspectives and priorities have shifted in the last year beyond the mere matter of making money. They are closely examining their relationship to work, careers, each other …

7 things you can do immediately to sell better now plus some extras Read Post »

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Sales Systems & Scenario Planning to withstand shocks

By / / 12 Sales Trends Pages Category, Sales System, Sales Trends

The pandemic exposed serious gaps in many businesses and their sales operations, and Sales Trend 1 from the 12 Sales Trends Report for 2021 looks at what can be done to be better prepared for future shocks. An adaptive sales system is key, and scenario planning once only in the realm of high-risk industries and projects will start becoming mainstream.

In 2020, the COVID pandemic rattled many businesses and their sales teams to their core, and it broke some. For many it exposed an incomplete, even flimsy, sales infrastructure and short term leadership mentality that meant they …

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2020-sales-trends-virtual-event--the-time-is-now

2020 Sales Trends Virtual Event – The Time is NOW

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Blog, Collaboration, Common Ground, covid-19, Environment & Sustainability, Ethics & Values, Human-centred, Opportunity, Optimism, Remote selling, Sales Strategy, Sales System, Sales Trends, Selling Better

Blog Podcast

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What a year it has been. 

On Friday 13th March, as we were observing the COVID-19 situation we decided to postpone the Barrett Annual Sales Trend Breakfast, planned for March 25th.

Nine months later, on 25 November, we hosted our event virtually. We explored the 2020 Sales Trends, which seem to be even more relevant now than when we wrote them. For our virtual event we assembled our …

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sales-system-interface-customer-business

How a Sales System reduces execution risk

By / / Attitudes & Behaviours, Blog, Sales Strategy, Sales System, Strategy, Uncategorized

Blog Podcast

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Most businesses have a strategy, but it doesn’t matter how talented the C-suite and leaders in the organisation are, or how renowned their consultants are,  60% to 70% of businesses fail to execute their strategies. Research done on the topic has found different reasons for this, ranging from lack of experience in implementation to poor internal communication. I won’t get into that here. I want …

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sales-system

Sales Systems – the secret to sustainable sales success

By / / Blog, Education in Sales, Sales Results, Sales System, System

When people in business hear the term ‘sales system’ they usually associate it with some sort of platform, application, or CRM. Some place where all the sales troubles and other bits will be contained, from pipeline management to post-sales calls, or anything in between.

At Barrett, when we talk about a ‘sales system’, or a ‘systems-approach to selling’ we refer to something different.

Sales System

A Sales System is an open system that exists within the environment of an organisation and interacts with its markets, customers, competitors and society. A Sales System, like Marketing, is the interface between our business and our markets …

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