This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
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Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety…
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At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams. And our answer is to offer more questions such as: Are the…
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Seth Godin is a master at providing pithy, sage advice and I couldn’t go past a recent post of his that really spells out the importance of knowing when to…
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You could be forgiven for starting off 2016 in a rather pessimistic manner given all the ‘doom and gloom’ being spread about economic growth issues, the decline of share markets…
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Product differentiation is getting harder, Me2 products are flooding the markets, quality is being commoditised, and as a result margins are being squeezed and value is at risk of being…
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When it comes to mathematics, music or other scientific disciplines there never seems to be an issue with definitions. A prime number is a prime number and a crotchet is…
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Whilst many salespeople complain of their frustrations with getting an initial appointment with new prospects, it’s the next step – converting these initial buyer-seller conversations into a presentation opportunity –…
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Recently, I met a very impressive young Sales Manager. Let’s call him Sam. Sam knew his sales stuff. He knew what to look for when it came to accurate reporting…
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Many of us have been there and some of us are yet to experience the gut wrenching experience when we finally, consciously realise that our sales pipeline and revenue numbers…
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