Sales Trend 4 – Doing Meaningful Business

By / / Attitudes & Behaviours, Environment & Sustainability, Sales Trends, Strategy, Sustainability & Environment

The Sales Trend # 4 of the 12 Sales Trends for 2015 is ‘Doing Meaningful Business’. Here’s a summary of the trend.

Over the years companies have become very focused on only creating value for their shareholders (and by value we mean dividends). This extreme focus has meant that making a profit, too often took priority over the well-being of employees, communities, and the environment; however, this model has proven to be unsustainable and in some cases brought about a backlash of undesired …

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Sales Trend #3 – Are you ready for the Share Economy?

By / / Attitudes & Behaviours, Collaboration, Sales Trends, Sustainability & Environment

Our Sales Trend #3 from the Barrett 12 Sales Trends for 2015 report is about the Share Economy. Here’s a snapshot of this trend.

One of the worst consequences of over-consumerism has been the exponential growth in the amount of goods that end up in landfills. This is the result of a combination of many factors such as consumers buying things that they don’t need for long—or even at all—and the manufacturing of cheap goods that break easily and are un-repairable, amongst others. On the other hand, consumerism has also meant that the …

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Trend 2 – Retail: From app to brick-and-mortar

By / / Attitudes & Behaviours, Sales Driven Organisations, Sales Trends

For a long time now we have been hearing how online retailers (or e-tailers) are killing the brick-and- mortar retail industry. Low performing retailers complain that the competition is unfair, since e-tailers have fewer expenses (they don’t need a central location for their store—if any at all, they need barely any staff, etc.). Another focus of the retailers’ complaints against online stores is that people use the brick-and-mortar shops to try-on, feel, and choose products and then buy online.

So what happens when e-tailers decide to move into the brick-and-mortar space?

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How to avoid the ‘Race to the Bottom’ & mutual destruction

By / / Procurement, Sales Relationships, Sales Research, Sales Trends

The recent news about Coles and Woolworths being taken to task by the ACCC for their questionable dealings with suppliers has highlighted a major problem plaguing customer-supplier relationships.

Barrett’s first Sales Trend for 2015 is ‘Race to the Bottom’ because of the drastic impact this unsustainable pricing strategy is having on sales and buyer relationships. Edward Rayner, a procurement specialist gave us important insights into this major issue and presented some important questions and strategies sales teams can employ to help avoid mutual destruction.

Here are some of Rayner’s findings.

A customer-supplier engagement strategy that …

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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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Sales Trend 12 – The Enlightened Sales Person

By / / Attitudes & Behaviours, Collaboration, Communication, Sales Relationships, Sales Trends, Uncategorized

As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging in our midst. Not common by any stretch of the imagination, but appearing in businesses slowly but surely. Smart companies are becoming aware that they need a new kind of salesperson, especially at the higher levels of business. The days of the flashy, aggressive, all talking ‘pitch master’ , or ‘you’re my mate’ schmoozer are fading fast from most industries with only …

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Why the world of Selling is changing forever

By / / Attitudes & Behaviours, Collaboration, Education in Sales, Sales Trends, Value Based Selling

Hanging on the old Product Selling paradigm is precisely the way to go out of business in the 21th Century.
You can see it happening as organisations everywhere undergo breathtaking changes. Their products are changing. Their markets are changing. Their customers are changing. Their leadership management philosophies are changing. Their values are changing. Their focus is changing.

Now, more than ever before the accepted ways of doing business are shifting. Old institutions are crashing and dying. Trusted names of yesterday will not live to see the future. Why? Because many of them failed to keep pace with changing consumer demands, values …

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Sales Trend 11 – Learning to sell in the Asian Century

By / / Sales Trends, Success

In Australia, we are more reliant upon China for our prosperity than any comparable economy, at more than one quarter of our exports. We are China’s number one destination for foreign investment and a leading beneficiary of the education aspirations of its growing middle class. Yet many of us remain deeply ambivalent about the world-changing economic transformation of China and underestimate our need to be prepared. That is why the 11th Sales Trend for 2014 is Learning to Sell in the Asian Century.

After an economic growth (over the last thirty years) of …

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The legitimisation of Sales Strategy

By / / Marketing, Sales Driven Organisations, Sales Strategy, Sales Trends

The 10th Sales Trend for 2014 is ‘The Legitimisation of Sales Strategy’

Having a sales strategy is now of vital importance to the survival, growth and profitability of any organisation. Yet Sales Strategy, as a business discipline, has been poorly understood by sales managers and executive leadership teams alike, and rarely, if ever, executed well by many businesses… however, times are indeed changing.

Sales Strategy is how the business organises its sales efforts across the value chain to go to market, who it is going to sell to and how it …

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Sales Trend 8 – A Radical Shift in the Sales Mindset

By / / Attitudes & Behaviours, Sales Culture, Sales Driven Organisations, Sales Trends

This sales trend is all about the radical shift in the sales mindset that currently is underway in organisations as prophesised by The Cluetrain Manifesto 15 years ago. A slow burn, we acknowledge, but with consumers in such a powerful position, product no longer the centre piece of the sale, and value being more important than price, the time has come for sales teams and everyone in their businesses to work with customers, helping them achieve their goals and, in doing so, sales teams will achieve theirs.

Smart companies are moving from …

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