Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to…
Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your…
When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and ‘your call is important to us’ busy signals,…
‘Knowing your business’ was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
If you wanted to, you could sit down for at least four weeks and complete 100’s of sales assessments and there would still be more on offer. This over abundance…
Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million,…
Budgeting and developing strategy for 2011 should be near the top of your ‘to-do’ list right now or be bedded down already. People complain about being too busy and never…
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