barrett-sales-trends-trend-08-Engaging-Human-centred-Sales-Strategies

Engaging, Human-centred Sales Strategies

By / / Blog, Business Growth, Human-centred, Sales Strategy, Sales Trends

In 30 seconds

Sales Strategy is essential to business success. It is how the business organises its sales efforts across the value chain to go to market and determine who you are going to sell to and how to create real value within the given market. A human-centred sales strategy builds trust and transparency within the sales team and with clients. To succeed, businesses must understand evolving customer needs, collaborate, make it easy to buy from them, and maintain competitiveness. Adopting an engaging, human-centred sales approach with an adaptive strategy and change management system benefits business ethics and the bottom line.

In 2.5 …

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barrett-sales-trends-2023-trend-6-ai-and-humans

AI AND Humans

By / / Attitudes & Behaviours, Blog, Business Growth, Forecasting, Human-centred, Sales Forecasting, Sales Trends

Sales Trend 6 of the Barrett’s 12 Sales Trend Report for 2023 is about the challenges and opportunities of incorporating AI in a human-centric business.

Interview with KARL MATTINGLY // Founder of DYSRUPT LABS

In 30 seconds

AI is a tool that saves time, money, and worry while uncovering valuable insights for businesses. Karl Mattingly, founder of Dysrupt Labs, emphasises the importance of human-centric AI. By reducing human error, AI can improve customer experience, accelerate discoveries, and enhance healthcare outcomes. Karl highlights the value of a hybrid human-AI approach, where AI partners with human experts to produce superior results. While …

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The Human Approach to Procurement

By / / Blog, Procurement, Sales Trends

In Sales Trend 5 of Barrett’s 12 Sales Trends Report for 2023, Ben Shute talks about what it means for procurement to put humans at centre.

By guest author BEN SHUTE // Chief Executive Officer Comprara & Purchasing Index.   

In 30 seconds

The primary objective of procurement is to create value for the organisation, but the definition of ‘value’ is subject to change. Human-centred design and Environmental, Social & Governance are signs of this shift, as we now understand that profitability and doing what’s right are not mutually exclusive. A human-centred approach to procurement considers the needs of everyone …

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Barrett Sales Trends 2023 Humans at the Centre

Humans at the Centre

By / / Blog, Business Growth, Environment & Sustainability, Ethics & Values, Human-centred, Sales Trends, Selling Better

In December last year we launched the Barrett 12 Sales Trends Report for 2023 – Humans at the Centre.

This Sales Trends Report explores the ethics and values, systems and strategies, processes and tools, and ideas and models that businesses and sales operations need to adopt to become truly human-centred and businessworthy.

You may have seen sales trends 1, 2, 3, and 4 as they make it monthly into the blog. (Links at the bottom of this article.)

You can download the full report here and read what each trend is about below.

Humans at the Centre

Sales trend 1 – The …

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Human-centred Growth

By / / Blog, Business Growth, Environment & Sustainability, Human-centred, Sales Trends, Selling Better

What if we aimed to sell better by rethinking our growth strategies and how to create value instead of focusing on the prevailing paradigm of extracting value and selling more, more, more in a finite world? This is Sales Trend 4 of the 12 Sales Trends Report for 2023.

Sales growth is usually the top priority for almost every CEO and sales leader going around. The common catch cries of ‘How do we sell more? How do we grow market share? How do we get more customers to buy more? How do we increase margins and shareholder return’? …

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the-moral-case-for-human-centred-businesses

The Moral Case for Human-centred Businesses

By / / Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends, Uncategorized

Sales trend 2 of Barrett’s 12 Sales Trends Report for 2023 presents the moral case for putting humans at the centre of businesses.

Adam Smith, often referred to as the father of capitalism, was, in fact, a moral philosopher and said, “Markets could not flourish without a strong underlying moral culture, animated by empathy and fellow-feeling, by our ability to understand our common bond as human beings and to recognize the needs of others.” Smith recognised the moral aspects of humans and the importance of supporting the common good when it came to creating healthy and prosperous societies. …

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The decarbonised salesperson

By / / Blog, Decarbonising, Ethics & Values, Recruitment & Sales Recruitment, Sales Talent, Sales Trends

Sales trend 12 from the Barrett 12 Sales Trends Report for 2022 explores what ‘decarbonised’ salespeople look like and how employers can attract them.

Written in collaboration with ReillyScott.

Given my long-standing public commitment to climate action and a clean green sustainable world, it may come as no surprise to readers that I receive connections, feedback, questions and requests from seasoned salespeople professionals looking to transition into ‘decarbonised/ing’ sales roles and businesses.

Many do not want to work for or be associated with businesses that are not committed to a renewable, decarbonised world.

They understand selling is the vehicle that allows …

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barrett_sales_trend_11_decarbonising_sales_leadership

Decarbonising Sales Leadership

By / / Blog, Decarbonising, Environment & Sustainability, Leadership, Sales Leadership, Sales Trends

Sales Trend 11 of the Barrett 12 Sales Trends Report for 2022 is about the role that sales leaders can play in decarbonising sales operations.

We see the sales leadership function as a supporting role, a key supporting role: sales leaders support salespeople, they support business success by ensuring expected sales outcomes and customer satisfaction and retention, and any other relevant business goals.  

In that light, this trend is not about how to decarbonise sales leadership, but about how sales leadership can and should support decarbonising the sales operations in general.

From this perspective sales leadership …

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decarbonising-sales-training

Decarbonising Sales Training

By / / Blog, Decarbonising, Education in Sales, Environment & Sustainability, Learning and Development, Sales Training, Sales Trends, Sustainability & Environment

Sales trend 9 of the Barrett 12 Sales Trends Report for 2022 is about the changes we need to make to training and development programs to progress a decarbonised sales operation and how those changes have a positive impact in the ROI of training and development initiatives.

How much time do salespeople spend on the road, in cars or planes, in hotels, conference venues, away from work and their customers, to attend classic training events like a 2-day sales conference or days of workshops at headquarters? So when we talk about decarbonising sales training the question is twofold: Is it …

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