It’s time for Hybrid Sales Teams & Hybrid Businesses

By / / Attitudes & Behaviours, Business Acumen, Solution Selling

There comes a time when we realise that amidst change we cannot keep living the old way, doing the same old things expecting different outcomes.

This time has come for Product Selling. Product or Transactional Selling, especially in B2B and complex B2C, is now obsolete.

However, the amount of product companies that are now finding they are rapidly losing margins and being reduced to commodity traders is staggering. We have the makings of a perfect storm where customers are taking full advantage of these conditions at the expense of the product companies.

Many product companies have fallen prey to the ‘ It’s time for Hybrid Sales Teams & Hybrid Businesses Read Post »

Don’t be fooled! Why telephone prospecting is still critical to sales success

By / / Attitudes & Behaviours, Prospecting, Sales Skills, Sales Training, Solution Selling

In tough markets when sales are harder to come by whether it be from increased competition or clients being more hesitant to commit and buy, don’t become your own worst enemy and rely on the marketing efforts of your company or emails or falling into the trap of believing the hype about Social Selling saving your sales day. You still need to get on the phone and engage the people in your market places whom you want and need to get in front of and sell to.

After more than 30 years in selling with at least 10-15 years of those …

Don’t be fooled! Why telephone prospecting is still critical to sales success Read Post »

My one wish for all sales teams is …

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Driven Organisations, Sales Training, Self Development, Solution Selling

My one wish for sales teams is that they are given the opportunity to continue to learn and develop in a dynamic learning environment where learning, reflection and constant iterations in their behaviour and skills are a regular, daily way of life. Those businesses create, what we call at Barrett, a Perpetual Learning Environment (PLE) where learning is integrated into everything we do and is a daily way of life not just a training event held once a year.

Sounds idyllic, fanciful even, well there is a body of work emerging that shows there are significant …

My one wish for all sales teams is … Read Post »

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