Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many…
This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety…
At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams. And our answer is to offer more questions such as: Are the…
Seth Godin is a master at providing pithy, sage advice and I couldn’t go past a recent post of his that really spells out the importance of knowing when to…
You could be forgiven for starting off 2016 in a rather pessimistic manner given all the ‘doom and gloom’ being spread about economic growth issues, the decline of share markets…
Product differentiation is getting harder, Me2 products are flooding the markets, quality is being commoditised, and as a result margins are being squeezed and value is at risk of being…
When it comes to mathematics, music or other scientific disciplines there never seems to be an issue with definitions. A prime number is a prime number and a crotchet is…
Whilst many salespeople complain of their frustrations with getting an initial appointment with new prospects, it’s the next step – converting these initial buyer-seller conversations into a presentation opportunity –…
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