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Beyond the Transaction

By / / Complex Selling & Transactional Selling, Customer Service, Sales Consulting, Sales Relationships, Sales Skills, Sales Tips, Solution Selling, Uncategorized, Value Based Selling

In 30 seconds

Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to value-based selling, you can start with this 4-step approach:

  • Focus on customer needs
  • Shift to consultative selling
  • Demonstrate ROI
  • Collaborate with customers

    • By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

    In 2 minutes

    In the past, sales were often focused solely on completing transactions. However, in today’s market and particularly in B2B and complex B2C environments, customers expect more from the sales and service …

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    Stacking Up Sales: Developing Sales Technology

    By / / Blog, Business Growth, CRM, Forecasting, Performance Management, Uncategorized

    In 30 seconds

    Developing sales technology stacks is crucial for businesses that want to improve their sales processes. By implementing key components such as CRM, marketing automation tools, and sales enablement platforms, businesses can increase efficiency, better analyse data, and provide an improved customer experience. While there may be challenges in integrating these technologies and considering costs, the benefits far outweigh the obstacles. Investing in sales technology stacks can lead to significant improvements in overall sales performance and ultimately drive business growth.

    In 2.5 minutes

    In today’s fast-paced AI emergent business environment, it’s more important than ever to have the right tools and …

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    Reflect, Adapt, and Succeed: The Stop-Start-Keep Approach

    By / / Attitudes & Behaviours, Blog, Resilience, Sales performance, Sales Results, Self Development, Success, Uncategorized, Wellbeing

    In 30 seconds

    It’s the end of the financial year in Australia, and it’s a good time to recognise our successes and reflect on what we’ve learned on the financial year 22/23.

    At Barrett we use the “Stop, Start and Keep doing” tool:

  • Stop – What do I/we want to Stop Doing? Identify practices, behaviours, or processes that don’t work for you/your team. This way you can phase it out.
  • Start – What do I/we want to Start Doing? Identify new practices, behaviours, thoughts, or processes that could bring positive change.
  • Keep doing: What do I/we want to Keep Doing? Acknowledge what works and successes …

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    Selling Better Faster – Sales Training Case Studies

    By / / Blog, Case study, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Uncategorized, Value Based Selling

    When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.

    At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about …

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    The Moral Case for Human-centred Businesses

    By / / Attitudes & Behaviours, Blog, Ethics & Values, Human-centred, Sales Trends, Uncategorized

    Sales trend 2 of Barrett’s 12 Sales Trends Report for 2023 presents the moral case for putting humans at the centre of businesses.

    Adam Smith, often referred to as the father of capitalism, was, in fact, a moral philosopher and said, “Markets could not flourish without a strong underlying moral culture, animated by empathy and fellow-feeling, by our ability to understand our common bond as human beings and to recognize the needs of others.” Smith recognised the moral aspects of humans and the importance of supporting the common good when it came to creating healthy and prosperous societies. …

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    Decarbonised Systems & Strategies

    By / / 12 Sales Trends Pages Category, Blog, Decarbonising, Environment & Sustainability, Sales Strategy, Sales System, Sales Trends, Strategy, Sustainability & Environment, Uncategorized

    Sales trend 6 of the Barrett 12 Sales Trends Report for 2022 is about the key role a Sales System and a adaptive Sales Strategy have in decarbonising our sales operations.

    This is a condensed version of Sales Trend 6, to read the original version you can download the report for free.

    We cannot hide from the fact that we are now heading toward a decarbonised future.

    A decarbonised world isn’t just a nice-to-have anymore, it’s a strategic imperative, a collective life-or-death decision we need to make on behalf of our planet and we have about 10 …

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    Barrett Sales Trends 2022 Decarbonising Sales Operations

    12 Sales Trends for 2022 – The event

    By / / Blog, Decarbonising, Sales Tips, Sales Trends, Uncategorized

    On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 – Decarbonising Sales Operations.

    A panel of experts in different fields discussed some of the topics in the report and contributed their insight, stories and case studies to create a rich session full of interesting and inspiring ideas.

    The panel: Cathy McGowan, Keith Badger, Jo O’Reilly and David Lunn

    MC: Sue Barrett

    You can watch the whole event here:

     

    Here are some highlights and where to find them:

    00:07 – 8:33 Welcome and Introduction (Sue Barrett)

    8:34 – 12:01 Meet the panel

    12:24 – 22:38 What’s your take on COP 26 and its outcomes (or …

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