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Landing on the Hudson – Again. Leading Through Disruption

By / / Attitudes & Behaviours, Business Growth, Emotional Intelligence, Resilience, Strategy, Teamwork

In 30 seconds

The Problem: Global instability – geopolitical tensions, oil volatility, supply chain pressure – is creating real uncertainty for leaders, sales teams, and client-facing professionals. The temptation to retreat, go quiet, or panic is understandable. But it is exactly the wrong response.

The Shift: The businesses that outperform in a crisis are never the ones who waited it out. They invested in their people, stayed close to their clients, and kept moving – even when the ground was shifting beneath them.

The Solution: Get ahead of it. Steady your leadership, sharpen your messaging, and keep your team sales fit. The plane can be landed. You know how.

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Stuck in the Valley of Indecision?

By / / Attitudes & Behaviours, Blog, Business Growth, Leadership, Sales Leadership, Sales Results, Strategy, Success, Yielding

In 30 seconds

Businesses seem to be paralysed by indecision these days. The number of people involved in the decision-making process, the amount of information available, and the risk-averse culture plaguing many businesses keep them stuck in a valley of indecision. To climb out, companies need to have clear goals, a defined strategy, and foster a culture that encourages taking calculated risks without fear of retribution for honest mistakes.

As Richard Pratt wisely noted, “Timing isn’t everything. It’s the only thing. It’s better to be approximately right at exactly the right time, than exactly right at the completely wrong time.”

In 2 minutes

In …

Stuck in the Valley of Indecision? Read Post »

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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and …

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Selling (Better) in Uncertain Times

By / / Attitudes & Behaviours, Blog, Business Growth, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

2024 heralds 41 years in professional selling for me and like many who’ve been around as long as I have, we’ve sold through several major crises including the GFC and major recessions, learning many lessons along the way. However, starting in 2020, we all had our mettle tested during and beyond the COVID pandemic. In all my years in business I don’t think I’ve ever witnessed as much change as we’re experiencing now. It reminds me of the quote ‘There are decades where nothing happens, and weeks where decades happen’.

Global supply chain disruption, numerous government elections and political scandals, wars …

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What Consumers Want

By / / 12 Sales Trends Pages Category, Buying, Customer experience, Human-centred, Sales Growth, Sales Strategy, Strategy

In 30 seconds

Consumers now demand transparency from businesses. They want -and have the right- to know how and where their products were made, the environmental impact, how the business treats their employees, and how much tax they pay. B2C and B2B clients also expect omni buying channels with access to a human when they need or want to. With the increase in online transactions and businesses storing more of our data and behaviours, the risk of data breaches is growing, clients want to know how their data is used and protected. Transparency can be the great equaliser. Consumers –B2C and …

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Sales Strategy: Driving Business Success

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

In 30 seconds

Sales Strategy is how a business organises its sales efforts to go to market, who it is going to sell to, and how it is going to create real value within the given marketplace with its customers.

A business strategy is essential, but it doesn’t materialise until sales takes it to the field. A sales strategy directs sales efforts with clarity and consistency, unlocking opportunities and driving better and sustainable results.

Sales strategy is the vital link that transforms ideas into action, ensuring that businesses thrive in the marketplace.

In 2.5 minutes

Sales Strategy is how …

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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 …

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Short-termism or Sustainable Business Growth for the new FY?

By / / Attitudes & Behaviours, Blog, Business Growth, Environment & Sustainability, Human-centred, Strategy, Sustainability & Environment

As we enter the new financial year in Australia, we, as business leaders, teams, and shareholders have a choice – we can choose short-termism or sustainable business growth strategies.

If we choose short-termism, we’re compromising any sustainable growth strategy. Short-term performance pressures on leaders and investors can result in an excessive focus on their parts on quarterly earnings, with less attention paid to strategy, fundamentals, and long-term value creation.

Short-termism is not sustainable.

The pandemic, current energy crisis and climate change have exposed the devastating effects of short-termism and lack of sustainable growth strategies like investment in a renewable energy economy.  Everyone is …

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