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Gotta Plane to Catch – It’s Actually True

By / / Trust, Wellbeing

In 30 seconds

Don’t fall off your chair, but I’m finally taking a proper 10-day holiday. It’s been two years since my last major break, and I’ll confess I’m really bad at taking time off. I’m good at practising what I preach when it comes to sales, business, leadership, staying healthy and managing my mental health. However, taking proper holidays? That’s where I fall down. My husband’s significant birthday gave me the perfect excuse to step away. I have an awesome team who has my back, so I’m not checking in. Now, if you’ll excuse me, there’s a plane to catch.

In …

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Short-Term Gains, Long-Term Pains

By / / Blog, Brand & Reputation, Business Growth, Case study, Customer-centric, Ethics & Values, Human-centred, Sales Growth, Success, Sustainability & Environment, Trust

In 30 seconds

Focusing solely on short-term results like Boeing did, prioritising profits over safety, led to disastrous quality issues and accidents. This highlights a broader problem: prioritising sales figures over people’s well-being can erode trust and damage reputation in any industry, not just aviation. The same happens when organisations drive sales teams solely based on numbers, quantity, and financial outcomes. While it can lead to the desired short-term results, it puts the business at risk in the long-term:  Erosion of quality, safety, reliability, trust, and reputation.

In 1.5 minutes

We frequently talk here about the risks of focusing on …

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Selfishness is NOT next to godliness: An Antidote to Corruption

By / / Attitudes & Behaviours, Blog, Environment & Sustainability, Ethics & Values, Human-centred, Trust

The 9th of December is International Anti-corruption Day, and corruption is rife at the moment.

When you have senior politicians and business leaders downplaying their corruption as business as usual, Houston we have a problem.

The UN states “Corruption affects all areas of society. Preventing corruption unlocks progress towards the Sustainable Development Goals, helps protect our planet, creates jobs, achieves gender equality, and secures wider access to essential services such as healthcare and education. 

“The 2021 International Anti-Corruption Day seeks to highlight the rights and responsibilities of everyone – including States, Government officials, civil servants, law enforcement officers, media representatives, the …

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7 things you can do immediately to sell better now plus some extras

By / / Blog, Business Acumen, Collaboration, Common Ground, Gratitude, Opportunity, Sales System, Strategy, Success, Trust

In September 2019 I wrote an article “7 things you can do immediately to improve your sales results in challenging markets” and while a lot has happened since, the core elements of this advice remain true. However, given the advent of Covid and the many lessons learned since, I’d like to include and emphasise the virtues of Trustworthiness, Cooperation and Gratitude because they underpin good business.

Many people’s perspectives and priorities have shifted in the last year beyond the mere matter of making money. They are closely examining their relationship to work, careers, each other …

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No, but actually… the time is now

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Collaboration, Environment & Sustainability, Optimism, Resilience, Sustainability & Environment, Trust, Wellbeing

Sales trend 3 from the Barrett 12 Sales Trends Report for 2020 discusses why climate action now makes good (business) sense and why it’s important to focus on achieving desirable outcomes and not just avoiding negative impacts.  

The following text has been slightly modified to cater for the changes that have taken place since it was first published. You can read the full version here.

By guest author TOBY KENT // Chief Resilience Officer, Melbourne

It is 2020, the year for which countries and businesses were all frantically setting climate change reduction targets less …

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The role of marketing in developing trust

By / / 12 Sales Trends Pages Category, Brand & Reputation, Collaboration, Marketing, Sales Trends, Trust

Sales trend 12 from the Barrett 12 Sales Trends report 2019 looks at the key things that marketing teams in B2B environments need to do to help their businesses win back the trust of their customers.

The endeavour of building and maintaining a trusted B2B brand is far more complex than it used to be since the advent of omni-channel marketing both locally and around the world.

While some CMOs (chief marketing officers) have been successful in this new omni-channel world, many have failed – failed to take action, failed to adapt, and failure to engage their sales …

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Building trust through personal image

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Sales Trends, Trust

In Sales Trend 11 from the Barrett 12 Sales Trends Report for 2019, guest author Leadership Stylist Helen Robinett discusses how our personal image can help build trust.

By guest author Helen Robinett.

Trust in business has never been more crucial than what it is right now.

People do business with people they like and trust. Full stop. No-one does business with an ‘organisation’.

Human beings are highly visual and it takes an instant to create a first impression. Gone are the days when it took 7 seconds to form a first impression. If I walk to the front of …

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Engaging with words and stories to find common ground

By / / Attitudes & Behaviours, Collaboration, Common Ground, Environment & Sustainability, Ethics & Values, Gratitude, Opportunity, Sustainability & Environment, Trust, Wellbeing

Using words & stories to find common ground & progress towards a better future together

As mentioned previously, finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to deal with as humans inhabiting an abundant but vulnerable and finite planet.

In this article we explore how words, language and the stories we tell can help us find common ground or tear us apart, and look at some examples to demonstrate how things can go either way.

Have you ever shared a story or anecdote that sounded perfectly …

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Trust me, I’m a salesperson

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Brand & Reputation, Opportunity, Sales Relationships, Sales Results, Sales Trends, Trust

Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust in business is particularly low.

When trust in business and organisations in general is low, no one is more affected by it than salespeople. Salespeople are at the frontline of the business. They are the visible face. So when things go pear-shaped, the ones who lose credibility and trust are salespeople themselves. The famous Edelman report and a study conducted by Roy Morgan reveal that trust in businesses is at …

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Sales Trend 4 – Trust improves the Learning and Development culture

By / / 12 Sales Trends Pages Category, Attitudes & Behaviours, Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Trends, Trust

Sales Trend 4 from the Barrett 12 Sales Trends Report for 2019 explores how working within a culture of mistrust affects salespeople and their ability to develop trusted relationships with clients.

Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of hard facts on the buying company’s reliability, cash flow, payment morale, etc. Trust is still key to long term relationships that doesn’t require controlling and compliance functions all the time.

Creating and earning trust is therefore a skill salespeople have to master, and indeed, a lot …

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