Barrett Sales Trends 2023 Humans at the Centre

Mastering Human-Centred Learning

By / / Blog, Education in Sales, Human-centred, Learning and Development, Sales Skills, Sales Training, Sales Trends, Selling Better

Sales Trend 11 from the Barrett 12 Sales Trends for 2023 is about Learning and Development.

By Jens Hartmann // Head of Learning and Development at Barrett

In 30 seconds

In the corporate world, the focus of learning and development (L&D) initiatives is shifting. Traditionally outcome-driven, organisations are now emphasising human-centred learning. With the advent of technology, training methodologies have diversified, offering online and remote options. While online learning can be effective, challenges like “online fatigue” and isolation persist. Human interaction remains vital, particularly for topics like communication skills. Studies show that a blend of online and in-person elements fosters …

Mastering Human-Centred Learning Read Post »

selling-is-everybodys-business

Everybody Lives by Selling Something

By / / Attitudes & Behaviours, Blog, Life Skills, Sales Culture, Sales Skills, Selling Better

In 30 seconds

The quote “Everybody lives by selling something,” attributed to Robert Louis Stevenson, emphasizes that everyone constantly engages in selling, whether products, ideas, or themselves. In a business context, all employees contribute to promoting their company, from salespeople to those in marketing, customer service, and representing the brand. This extends to internal departments as well, like Audit & Risk and Diversity & Inclusion. In our personal life, we continuously sell ourselves in job interviews, first dates, and social interactions. Successful selling relies on psychology and empathy, understanding customers’ needs and motivations. Mastering ethical selling empowers individuals and fuels opportunity, …

Everybody Lives by Selling Something Read Post »

train-sales-leaders-to-boost-sales-performance

Beyond Growthism: Selling Better for a Sustainable Future

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

In 30 seconds

Business growth and selling more are usually a top priority for business leaders, and this has been the case for the last 50 years But, our societies -with the rise of inequalities- and our planet -of limited resources and in a state of environmental degradation- cannot sustain growthism (growth for the sake of growing) anymore. We must look for better ways of doing business, models that deliver better outcomes for business, people, and the planet.

In 2 minutes

Business growth and selling more are usually a top priority for business leaders.

‘How do we sell more? How do we grow market …

Beyond Growthism: Selling Better for a Sustainable Future Read Post »

unlocking_success_in_sales

Unlocking Success: From Sales Challenges to Extraordinary Results

By / / Blog, Business Growth, Opportunity, Sales Growth, Sales Operations, Sales Research, Sales Results, Selling Better

In 30 seconds

We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we have taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us.

In 2.5 minutes

As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for …

Unlocking Success: From Sales Challenges to Extraordinary Results Read Post »

Aligning_sales_service_for_better_client_retenetion

Aligning Sales & Service for Better Sales & Client Retention

By / / Blog, Customer Service, Sales Driven Organisations, Selling Better, Teamwork

In 30 seconds

Aligning sales and service teams is vital to healthy client relationships and maximising sales opportunities. While marketing focuses on communicating to groups through branding and advertising, sales and customer service talk to individuals. Despite their interdependence, these teams often work in silos and have different key performance indicators. This separation can result in lost clients and hinder business success. To address this, organisations have to develop collaboration between sales and service teams. By working closely together, these teams can nurture client relationships and respond promptly to their needs. Selling in the team is equally important as selling the product, service, or solution.

Aligning Sales & Service for Better Sales & Client Retention Read Post »

Barrett sales mastery

Sales Training – Sales Mastery Mindset

By / / Blog, Sales Results, Sales Skills, Sales Training, Selling Better

In 30 seconds

Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery.

In 2 minutes

Achieving the pinnacle of sales mastery is an unattainable goal. However, having a sales mastery mindset enables continuous improvement in the multifaceted …

Sales Training – Sales Mastery Mindset Read Post »

sales-system-interface-customer-business

Audit Your Sales System to Sell Better Faster in FY 2023-24

By / / Assessments, Blog, Business Growth, Case study, Sales Driven Organisations, Sales Growth, Sales Operations, Sales Results, Sales Strategy, Sales System, Selling Better, Strategy

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on.

Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many businesses and sales leaders miss the opportunity to …

Audit Your Sales System to Sell Better Faster in FY 2023-24 Read Post »

selling-is-everybodys-business

Solution Selling & Value-based Selling

By / / Blog, Sales Skills, Sales Training, Selling Better, Solution Selling, Value Based Selling

Are they the same?

The terms ‘Solution Selling’ and ‘Value-based Selling’ are sometimes used interchangeably. But are they the same?

The short answer is NO.

So, what are Solution Selling and Value-based Selling?

Let’s start with Solution Selling

Solution Selling is about how customers view solutions, not how salespeople define solutions. All the methods that support real Solution Selling encourage salespeople to work with their customers to gain an understanding of what the customer believes is an ideal solution for them.

Solution Selling is a sales method that has been, and continues to be, led by customer demands. In fact, it evolved from other methodologies around …

Solution Selling & Value-based Selling Read Post »

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 …

Humans at the Centre Read Post »

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’? …

Human-centred Growth Read Post »

Scroll to Top