is-it-harder-to-reach-younger-b2b-buyers-via-phone

Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why

By / / AI & Data, Business Growth, Call Reluctance, Hybrid Selling, Prospecting, Social Media, Value Based Selling

In 30 seconds

Key Takeaways:

The Problem: Younger B2B buyers are ghosting phone calls during research phases. Research shows 71 per cent of decision-makers under 40 favour email and text for initial contact, with cold-call responses plummeting to 2-5 per cent. They are not avoiding conversation; they are controlling when it happens.

The Shift: From interruption-based prospecting to signal-based engagement. Digital channels handle education and qualification, while human expertise drives complex problem-solving and collaboration. The future belongs to those mastering Human-AI partnership: AI identifies readiness while humans deliver the strategic insight that complex sales demand.

The Solution: Build digital proximity first, then engage proactively when signals show readiness. Complex sales still require deep human collaboration, but only after you have earned the right to that conversation through relevant, value-first touchpoints.

Is it Harder to Reach Younger B2B Buyers via Phone? Yes, and Here’s Why Read Post »

social selling

How Prepared Are B2B Sales Teams for Social Selling?

By / / Blog, Brand & Reputation, Business Growth, Networking, Sales Results, Sales Skills, Selling Better, Social Media, Social Sales, Soft skills

In 30 seconds

B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value and complex sales, but it must now complement the digitally driven strategies of social selling. The future of sales lies in blending the relationship-building power of social selling with the personal touch of phone calls, creating a seamless approach that adapts to the needs of modern prospects. By doing so, sales teams can work smarter, not harder, to achieve lasting success.

In 2 minutes

Social Selling—the process of using social media platforms to …

How Prepared Are B2B Sales Teams for Social Selling? Read Post »

Sales Trend 9 – Personal Branding is a must have asset

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Social Media, Social Sales

Key terms: social media, consistency, engagement, results

Guest author: Josh Schmalenbach

Sales Trend 9 from our 12 Sales Trends Report for 2018 is about social selling.

As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a product or a person.

With a simple Google search, one can find pages of information regarding someone’s career, achievements, education, and even what they have shared online.

This ease of access to data has made the buying process significantly easier and less risky for everyone involved. The …

Sales Trend 9 – Personal Branding is a must have asset Read Post »

Back to sales basics

By / / Attitudes & Behaviours, CRM, Education in Sales, Marketing, Prospecting, Sales Driven Organisations, Sales Essentials, Sales Results, Sales Tips, Social Media

I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research as it helps me navigate my way around the present and into the future. However, I am finding there is so much to read, so much to get my head around, and so much to integrate into my business that it can take up a lot of time… and it only seems to be increasing.

This is why I want to get back to basics.

As I wade through all of the …

Back to sales basics Read Post »

Driving Sales with Marketing Automation – Part III of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

5 things to be wary of when implementing marketing automation in your business

Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 things to be wary of when implementing marketing automation in your business’ as part of the ‘Driving Sales with Marketing Automation’ series of 3 articles.

There are many things to be wary of in this space. There are lots of false prophets and digital content marketing gurus out there promising nirvana in this space. As Sue points out, too many people still want to avoid the topic and …

Driving Sales with Marketing Automation – Part III of III Read Post »

Driving Sales with Marketing Automation – Part II of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

5 ways to implement marketing automation in your business

Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett Consulting Group are back to look at ‘5 ways to implement marketing automation in your business’ as part of the ‘Driving Sales With Marketing Automation’ series of 3 articles.

Sue states that delivering effective sales and marketing strategies requires a disciplined approach. ‘Less is more’ is also a good reminder when looking at how to get the best results out of Marketing Automation.

Before you launch marketing automation you first need content that aligns with your sales strategy, your purpose, your …

Driving Sales with Marketing Automation – Part II of III Read Post »

Driving Sales with Marketing Automation – Part I of III

By / / Collaboration, CRM, Marketing, Sales Driven Organisations, Social Media, Social Sales

The ‘Driving Sales with Marketing Automation’ series of 3 articles has been developed by Rishad Sukhia, Director of Brightlabs and Sue Barrett, Founder and CEO of Barrett. Rishad and Sue will present ideas, concepts, research and findings about how to make the most of marketing automation and sales activation.

Why?

Because marketing automation has become the new digital buzzword, with many adopting it under the impression that it is a quick fix for lead generation and repetitive tasks. While its popularity is evident you will find it is not the silver bullet to more sales in of itself. Like anything, we need …

Driving Sales with Marketing Automation – Part I of III Read Post »

Survival of the Adaptive P1: focus on changing buying habits

By / / Sales Driven Organisations, Sales Strategy, Social Media, Social Sales, Solution Selling

Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how we need to be if we want to survive and thrive in these ever changing markets – adaptive.

This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our 21st century world and market place.

One of the ways sales teams can adapt and really get ahead of the curve …

Survival of the Adaptive P1: focus on changing buying habits Read Post »

Some Social Selling Myths & Challenges

By / / Attitudes & Behaviours, Prospecting, Social Media, Social Sales

Since LinkedIn started its publishing arm there has been a growing tsunami of articles filling our news feeds and inboxes. Amongst this flood of information are some great articles and, of course, there are those articles that are a waste of time. That’s to be expected. Within this tsunami there has been a range of articles promoting the astounding benefits of Social Selling, especially around writing and sharing content with prospects and clients as a critical part of the sales process. Articles that are sure to get you noticed and have clients contacting you so that you can make more …

Some Social Selling Myths & Challenges Read Post »

20 years of improving sales teams & operations. What’s changed?

By / / Collaboration, Complex Selling & Transactional Selling, CRM, Sales Driven Organisations, Sales Excellence Acadamy, Sales Management, Sales Skills, Sales Strategy, Social Media, Vision, Mission & Purpose

The 9th January 2015 marks 20 years in business for Barrett Consulting Group.

Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales capabilities.

Twenty years of helping salespeople and buyers have better, more mutually rewarding experiences, setting a fairer exchange of value.

As I moved toward this 20th anniversary, I started to muse upon what the sales world was like 20 years ago, compared to what it is like now. Here are just some of my initial musings and observations.

A lot has changed in the sales world over the last 20 years, some changes for …

20 years of improving sales teams & operations. What’s changed? Read Post »

Scroll to Top