How to find more sales growth

By / / Sales Consulting, Sales Management, Sales Strategy, Sales Tips

Many companies in B2B sales are looking for more growth in their respective market segments; however, their sales and business leaders are still looking at their markets as whole segments rather than seeing and seizing the lucrative opportunities that micro segmentation can bring.

Without effective micro-segmentation, businesses risk missing niche or unique opportunities and/or needlessly increasing the cost of sales across the segment as a whole. To micro-segment a market effectively, you need to consider (at both the macro and micro levels) the size of each sales segment and the purchasing drivers of relevant customers. From …

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The Power of a Value Proposition

By / / Sales Strategy, Sales Tips, Value Proposition & Value Add

Many businesses and their sales teams are finding that they -or more importantly what they offer- are being lumped into the same basket as their competitors with customers perceiving little difference between each supplier in their respective categories. Often researching online, customers trawl through website after website comparing the latest offerings, making up their own minds about who and what they want with little or no help of the supplier companies. This perceived similarity leads to one variable becoming the main point of difference and negotiation: …

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12 Sales Trends Reports for 2015 – Transparency and The Middle Path – The Summary

By / / Sales Culture, Sales Research, Sales Tips, Sales Trends

The theme for Barrett’s Sales Trends for 2015 is ‘Transparency and the Middle Path’. This theme stems from the idea of everything in moderation and a new openness whether by choice or not.

Over the years, salespeople and organisations have often focused solely on a single idea, shifting from one to the other as strategies proved ineffective. More recently, there has been a realisation that a more balanced approach (where a number of different aspects are given equal weighting) is potentially more appropriate and more effective for their businesses, especially in an increasingly complex world. This makes sense; however, it isn’t …

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5 things you can do to improve your sales results now

By / / Attitudes & Behaviours, Sales Pipeline, Sales Results, Sales Tips, Success

Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer than 5 years ago. And the decision making process usually involves a range of people not just one key decision maker. Making a good sale involves many moving parts.

So what can we do to improve our sales results now? Here are 5 things you can do immediately to help you win more sales and keep the sales momentum going.

  • Build Your Sales Pipeline: you usually need 3-4 times your sales budget …

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    Gauging our clients’ appetite for change

    By / / Attitudes & Behaviours, Sales Tips

    Do you find that some clients are open to change, they embrace change while others see change as disruptive and possibly threatening? And then you find there are those clients who don’t see they need to change at all, they seem ambivalent or oblivious to the need to change.

    Whoever is in charge of the buying decisions in an organisation (or family, or partnership) can severely affect, for good or bad, the perception of change across the whole culture. For instance, you may introduce to your clients a new way of doing something that offers increased efficiencies, improved effectiveness, and lowers …

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    How to avoid the 7 deadly sins of selling

    By / / Attitudes & Behaviours, Sales Results, Sales Tips, Success

    The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is to admit that these bad sales habits are deterrents to our success. By breaking these bad habits down and see them for what they are we can begin to rebuild our sales skills by putting in place healthy sales habits that lead to success.

    However, even if you do not have the opportunity to attend good sales training or have access to …

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    Prioritising Your Prospective Buyers

    By / / Education in Sales, Prospecting, Sales Planning, Sales Tips, Uncategorized

    Every salesperson has a territory.  Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be able to prioritise their prospects and their prospecting activities and efforts. We only have a finite time everyday to find and make sales.  If we are clear about what we offer, how it is of value to our clients and know where and how we find these prospective buyers, selling and buying is much easier. An important …

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    Stop talking Price and talk Value instead

    By / / Attitudes & Behaviours, Brand & Reputation, Complex Selling & Transactional Selling, Education in Sales, Sales Tips

    We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales.

    “Our prices are higher than our rivals. That’s the main reason for us losing business opportunities…” We have heard that statement at just about every sales training course we have ever run.  Not just in Australia, but across much of the world.

    In our opinion using the price argument is a lazy excuse: blaming high prices for the failing to get a deal is an easy way out for

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    Solution Selling Isn’t as Dead as Some People Thought!

    By / / Attitudes & Behaviours, Business Acumen, Communication, Customer Service, Education in Sales, Mindful selling, Sales Culture, Sales Driven Organisations, Sales Skills, Sales Tips

    Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand their customer’s needs, and in many instances they inadvertently helped their customers crystalise their thinking and clarify their needs. At that time salespeople controlled the sales process and comfortably directed their buyers. And buyers were happy to be led because they didn’t know any better.

    Back in the 1970’s salespeople had an important role to play in providing …

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    Customer Satisfaction & Retention Booster

    By / / Attitudes & Behaviours, Customer Service, Marketing, Sales Management, Sales Relationships, Sales Results, Sales Tips, Success

    It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop new products and services that are exactly what our customers want and need. The problem is that most companies don’t use it.

    There is no more useful tool in our marketing armoury than our front-line sales and service people. …

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