How to stay open for business: Selling Better during this crisis and beyond.

By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

Do you remember the plane that landed on the Hudson River in New York City in 2009?

Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

The most important factors in this successful landing were that the captain and co-pilot were …

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Necessity is the mother of invention: How to keep on selling better during COVID-19

By / / Attitudes & Behaviours, Business Acumen, Collaboration, Common Ground, Communication, Ethics & Values, Opportunity, Sales Essentials, Sales Leadership, Sales Planning, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Selling Better, Strategy, Success, Wellbeing

As the world responds to contain the COVID-19 disease, we want to make sure that your and our teams stay safe so we are adjusting our commitments and activities in accordance to current regulations.

We also understand that for businesses these are troubling times, but there are ways forward. As they say ‘necessity is the mother of invention’. We want to stay by your side and help you assess your situation, whether that be devising a sales strategy in line with the new reality, or helping your staff keep the business going in a feasible and responsible way. At Barrett we …

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What to do when there’s panic in the air…get focused & get selling

By / / Attitudes & Behaviours, Case study, Life Skills, Opportunity, Prospecting, Resilience, Sales Driven Organisations, Sales performance, Sales Results, Sales Tips, Success

I’ve been around long enough to have lived and worked through major recessions, financial crises i.e. GFC, and general downturns in business and survived, if not thrived during these times. Why?

The clever investors, business and salespeople look at downturns in markets as opportunities to get further ahead. They look at the evidence at hand, the trends that are emerging and see opportunity, when many others see disaster. I don’t mean that these people are blithely skipping through the day oblivious to the challenges facing communities, markets and economies.

The truth is they are probably far more aware of all the challenges …

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The Noble Profession of Selling

By / / Attitudes & Behaviours, Ethics & Values, Opportunity, Sales Essentials, Sales Leadership, Sales Management, Sales Research, Self Development, Selling Better, Success

The statement ‘The noble profession of Selling’ may sit well with some. While many others would find ways to say everything to the contrary, bringing up stories about how they or others were ripped off by shonky salespeople. I mean why is it that when someone’s deceived by someone else they say ‘they’ve done a sales job on them’? There’s nothing noble about that, you’d agree.

In a world where it’s too easy to engage and influence people with catchy slogans and memes that can propagate negative stereotypes, fear of the other, division, misinformation and myths, and keep people ignorant or …

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Crowdsourcing Sales Forecasting to deliver better certainty

By / / Attitudes & Behaviours, Forecasting, Innovation, Opportunity, Sales Forecasting, Sales Leadership, Sales Management, Selling Better, Success

People love certainty, especially when it comes to business. Which is why sales forecasting and sales pipeline management can often be the bane of sales leaders and their sales teams’ lives with senior management constantly on their backs wanting to know what deals will land and when, and when the revenue will start to come in. It’s relentless.

So given the current state of the world and the climate of uncertainty, it’s a good time to look at some of the latest thinking and work being done to improve the certainty of sales forecasting and pipeline management.

Current Situation with Sales Forecasting

Tracking …

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Selling Better, Faster – Total Sales Team Turnaround

By / / Case study, Optimism, Sales Benchmarking, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales performance, Sales Results, Sales Strategy, Sales Training, sales-process-map, Selling Better, Strategy, Success, Systems Thinking

I’m feeling elated and vindicated yet again.

I’m feeling very optimistic about the future of sales systems and sales stewardship.

Two weeks ago I sat down with a very large key B2B client of ours to do a two year retrospective on their Selling Better Project. Considering where we started with this Executive General Manager  discussing his major issues, concerns, ideas and opportunities around their lack of sales strategy, sales operational framework and sales processes, the lack of stewardship and coordinated discipline within the national sales team, the turnaround and results have been thrilling on many levels:

  • Sales are up 8% and steadily …

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The key differences between B2C & B2B Sales Market Segmentation

By / / Collaboration, Education in Sales, Marketing, Sales Market Segmentation, Sales Strategy, Success

A word of caution, this topic can be very tricky as there are various schools of thought around what is a segment and how to segment, with Marketing Segmentation being the most well known in business circles. However, for the purposes of this article, I want to focus on an area that is less well known but equally important – Sales Market Segmentation with a particular emphasis on B2B sales.

At Barrett, we do a lot of work with B2B sales and marketing teams in helping them define their sales market segments so they are very clear …

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How prepared is ‘The Lucky Country’ for tough times?

By / / Attitudes & Behaviours, Business Acumen, Collaboration, Ethics & Values, Innovation, Opportunity, Sales Strategy, Selling Better, Strategy, Success, Uncategorized

Ah the good times…

Ah 28 years of uninterrupted growth…

Ah Australia, ‘The Lucky Country’*…

Ah ‘How good is Australia?’…

Pssst. But don’t talk about the R** word…

We are indeed fortunate in Australia to have access to many resources, space, and talented people; however, our luck maybe running out if we carry on drinking the ‘recession avoidance’ Kool Aid, carry on with our old ways of managing business and thinking everything is rosy instead of adapting to the array of changes, challenges, and opportunities that are out there in the market place.

Which is why I couldn’t go past economist Jim Stanford’s comments in Paddy …

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Debunking myths for the Common Good

By / / Attitudes & Behaviours, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Resilience, Sales Strategy, Selling Better, Success, Sustainability & Environment

If you had to put a percentage weighting on the following questions what would your answers look like?

  • How much of your individual success so far is solely down to your own efforts?
  • How much of your individual success so far is as a result of the success of your community – where you were born, what family you were raised in, what school you went to, networks, friends, government support, infrastructure and the era in which you live?

    • It’s probably impossible to give definitive answers to these questions; however, I suspect, like me, you are aware that much of our individual success …

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