Testimonials

“We worked closely with Barrett across 2009 to develop a tailored sales program for ~300 relationship managers nationally. This program focused on understanding and developing core components for sales fitness through a very practical 3 day course - which included key concepts such as message intent, backwards planning, valid business reasons, effective questioning and offering solutions. This was supported back in the field by our regional managers who delivered 10 follow up sessions and infield coaching after extensive training and coaching by Barrett. At the time the sales program rolled out, our business unit was going through a major restructure, and Sue and her team's deep practical sales experience together with their great empathy and sensitivity ensured our relationship managers came away with: greater role clarity, heightened self awareness regarding the importance of goals, accountability, leadership, health and attitude for sales success; and practical sales tools to effectively plan, manage and deliver their sales targets.”

Mark HandMD ANZ Commercial Banking (Former GM ANZ Regional Commercial Banking), 390+ B2B finance sales team

“We have done 4 follow-ups since the 3 day program which has been beneficial for recapping our learnings and consistent approach to client meetings or farm visits. I'm discovering changes in my sales approach (structure) and time management each month since the course. I have also got back into netball coaching since the course as I discovered this was missing in my work life balance and feel this was a result of setting personal goals which I had not done for a couple of years basically got a bit stagnate in my life. Overall the course gave me a timely refresh to my work & personal goals.”

Not namedRelationship Manager, 390+ B2B business banking sales team

“DENTSPLY Australia is proud to be the first Australian company to have enrolled our entire sales team into the Barrett Consulting Group's "Sales Essentials" program. In doing so, every member of our sales team is now - or is about to be - accredited with a Diploma of Sales and a Certificate IV in Business-Sales, endorsed by Swinburne University. Not only has this provided every member of our team with a tertiary qualification, but it has been a wonderful opportunity to professionally develop our people and promote the art of selling as a university recognised profession. The dental market is fiercely competitive and, although we have offered formal sales training programs to each of our sales and marketing associates since 1995, none have proven to offer a level of client insight comparable to that of Sales Essentials. The program's core focus revolves around the exchange of a genuine value proposition, coupled with a highly effective strategy to move promptly towards understanding our clients‘ priorities. In the 2 years since we embarked on this development path with Barrett Consulting Group, we have radically improved our sales business results, returning profitable sales for the last 15 months and establishing deeper business partnerships with a vast array of our clients. Incredibly, we have not fielded one resignation from within the sales team since all associates graduated. As an organisation, we are ever conscious of the need to ensure that every investment we make delivers a tangible return. Our enrolment in Sales Essentials has proven to be one of the most rewarding professional development programs that we have ever introduced to our team and we look forward to continuing down that same path for the foreseeable future.”

Don SutherlandSales Director ANZ, Dentsply, 50+ sales team, international dental supplies company.

“It is absolutely satisfying to have coached and lead a team through a Development Program, and 6 months after the last module was completed a staff member explains to your team how they have just won a significant new customer 'because of the learnings' from the Sales Essentials program. And better still when that Sales person describes precisely which elements of the Sales Essentials Program he used, and how it impacted the prospect and the eventual outcome. Thanks Jens for your effort and support in leading me and my team through Sales Essentials, it's certainly added value to our business. ”

Andrew MartinRegional Manager, Rural Bank

“The change has been outstanding. Two years ago (Nov 2017) I couldn't have imagined that Sales would be in such great shape already. I thought it would've take years but here we are now with a fantastic sales team, sales infrastructure and processes, strategy and culture that is growing and making a huge difference to our business and our clients. As an accountant, I knew very little about sales but Barrett's Sales Strategy & Operations Framework and the Barrett team have steered us in the right direction.”

Jeff SellsExecutive General Manager Retail Pharmacy at Sigma Healthcare

“Lotus Filters has experienced solid recent growth, however we wanted to see if we could grow faster! After reading an article published by Sue, undertaking some research and meeting up, we decided to engage the team at Barrett to “help us sell better”. The brief has covered a number of key things including refining our sales messaging to the online Sales Essentials development program for our sales and key operational people. Along this journey Sue has facilitated workshops where her depth of knowledge and engaging delivery style has led to positive change in the business. Benefits derived include a very clear value proposition and a number of tools and techniques to help us all sell better – and the results are showing. We have no hesitation in recommending Sue to any business looking to enhance the way they sell.”

Graeme WilliamsonManaging Director, Lotus Filters

“What does Barrett bring to our business?
Canon Oceania was undergoing a huge transformation in their go to market strategy and off the back of two major acquisitions, needed to rethink our products, services and customer value proposition. Sue and her team have brought a whole new level of thinking and capability to our sales team, ensuring they can apply new skills and learning immediately as well as stretching their capability to think in different ways so they can sell our new suite of digital solutions. The feedback and results so far have been remarkable.
What value did Barrett deliver? What difference have they made?
Sue and her team worked closely with me to co-create learning experiences that would help us to identify key gaps and determine our overall bench-strength. We now have a deeper understanding of the talent profile of each of our team and continue to develop additional learning experiences for our team. Sue has also helped us to shape our sales strategy and develop new ways of working, unlocking innovative thinking.
What made me choose Barrett over other suppliers?
Sue takes a whole of system approach to selling and in a complex and highly competitive sector like ours, with emerging technologies and product unique offering we needed a bespoke yet pragmatic partner to work with. All of my interactions with alternative providers led to fairly traditional cookie cutter solutions which did not match our needs. Sue and her team provided the cut through and responsiveness that we needed.
Would I recommend Barrett to other businesses?
Yes, Sue and her team are masters of their craft and approaches their work as a true partner. Sue and her team listen, they co-design and tailor solutions that are expertly delivered. They bring fresh perspectives and new insight into our business with all their interactions. They are pragmatic, commercially astute, intuitive and methodical/systematic at the same time. Sue and her team are also incredibly humble which is a rare find in my view in this space and they are ahead of the curve.”

Leesa TongoulidisConsultant & formerly Manager, Organisational Development & Culture, Oceania, Canon

“The Rural Muster project has taken the lead in facilitating a complete culture and mindset shift across the entire organisation to improve the customer experience and lift sales. In addition, I lead a competent sales leadership team who are coaching and leading from the front, and we have an outstanding sales score card. Barrett has provided us with robust sales systems, tools, resources and ongoing education to give us the ability to innovate, navigate and grow our business for the short, medium and long term. Personally, I got incredible value from working with Sue Barrett because

• Sue is a future thinker who is highly tuned to the operating environment, innovations and disruptors that might influence our future
• Sue is an absolute specialist in sales, proud of the profession, champion for customer centred selling
• Sue has superior organisational and planning skills, sharp, maximises value from time, action orientation

”

Andrew SmithHead of Agribusiness, Rural Bank(now Head of Business Customer, Bendigo & Adelaide Bank)

“After our very successful two day 'Sales Strategy & Operations' workshop last week, I wanted to write to you and let you know how professional, outcome driven and valuable the experience was for our executive leadership team. With excellent pre-workshop preparation and guidance from the Barrett team, including an insightful on-line survey of probing and exploratory questions, which provided the base data for a productive and challenging workshop, we were off and running and the usual slow start to a facilitated workshop like this was non-existent.
From the moment we kicked in to the agenda, the Diadem team was engaged and motivated to actively participate and seek clarity and direction in our pursuit of a robust review of our sales processes and how we could maximise our efforts moving forward. With yourself as a master facilitator and teacher, able aided by Rebecca at your side, you intuitively guided the Diadem team through a excellently crafted and impactful programme that opened up opportunities, challenged convention and sought to explore a path forward that contained clarity, purpose and a strength of resolve to achieve business defining differentiation in our chosen marketplaces. We now have the understanding, tools, intelligence and platform to launch Diadem forward and with yourself and the Barrett team by our side, we are in 'safe hands'.”

Richard DuerdenNational Sales Director, Diadem, 60 person Signage & Wayfinding Firm

“Sue is simply the best writer on sales issues that I've ever come across. That reflects her highly organised thinking about sales issues and her drive towards solving real-world problems. She's also a delight to work with: constantly engaged and curious, highly commercial, always looking for the next solution. I've found her particularly insightful on sales within professional services. If I was looking for someone to build the skills of a sales team or an executive group, she would be my first call.”

David Walker Principal at Shorewalker DMS: Award-winning business, technology & economics publishing services

“We began working with Barrett midyear 2009.  Our Sales Team was in need of a makeover as our business had grown from Small Business to SME in a very short time. We desperately needed skilled, organized and proactive sales reps to sustain the growth and maintain our position in the market place.  For a period of 6 months, Sue Barett became our surrogate Sales Manager and held regular weekly sales meetings which involved coaching, mentoring and up-skilling the sales team to plan ahead and give them the confidence to get out on road where previously they were more "in-house order takers" rather than field reps.  The experience was both challenging and rewarding for the sales team and the process revealed the businesses' strengths and weaknesses which lead to the restructure of the entire business.  Barrett's approach is honest and encouraging and it's about seeking out real solutions.  There are no false promises or gimmicks on how to be the best but its rather a journey of self discovery supported with "common sense" sales strategies and plans that work and can be adapted by any sales rep and business.  One of the first things that Barrett warned us about was that not all sales reps will last the journey.  The process exposed some sales reps that didn't have what it takes and in time they exited the business which made way for more talented sales people.  Choosing Barrett was the one of the smartest business decisions we've made.  We still work closely with Barrett utilizing their services and tools such as the Psychometric Sales and Leadership testing which I highly recommend to recruit and retain the right people.  Sue is a rare and amazing coach, facilitator, mentor and business woman who inspires and challenges everyone she meets to be better sales reps, managers and people.”

Val DaniGroup General Manager Dome Garden Supplies

“Using the Earning What You Are Worth program Barrett Consulting Group has assisted in providing the Small to Medium Business Northern Region management team with the framework to instigate a cultural change into our business. This has been via:

• the running of successful staff training seminars on what it means to be a successful sales person & what are the basic skills required
• providing the tools necessary for managers to coach their staff through this time of cultural change
• Barrett's "sales" experience also gave external credibility to the strategy of introducing a sales culture

All in all it has been a very successful program rolled out across the business over a 6 month period.”

Neil Shilburyformer Head Small to Medium Business ANZ (Australia)

“Just wanted to say thank you to yourself and the team for a great training experience. I have just been reviewing Thursday and Friday's sessions with our people and the feedback has been terrific. Last weeks, sales fitness sessions combined with our training this morning, I believe will give us a substantial competitive edge in the market place.  I have attended many training courses on various subjects over the years. I can honestly and openly say that your style of delivery, content and ability to relate your knowledge and experiences to our situation was fantastic. Once again thank you and good luck to Barrett moving forward.”

Mick McGaryOperations Manager Toyota Material Handling (VIC) Pty Ltd

“I first approached Sue Barrett to write for SmartCompany when it launched three years ago. I approached her for several reasons. Firstly she had a unique approach to selling. She looked beyond the quick sell to explain to people how to build sustainable and profitable relationships.
Secondly she was a great presenter. Many sales people on the circuit turn people off with a very pushy, gimmicky approach and Sue presents as highly intelligent, caring, ethical and extremely positive.Thirdly I knew she got results because I knew clients who had used her including my own sister!  I would always say when starting a writer that we don't know how many columns they have in them: whether one, six or they can last the distance. From our experience a new writer can write one column and find it was very hard work so they don't continue. Then others have nothing else to say after the sixth column and start to repeat themselves. But Sue, week after week, serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers. She is also very professional and adheres to deadlines.She is been part of the reason SmartCompany is so successful.”

Amanda GomeCEO Private Media smartcompany.com.au and crikey.com.au

“The training has proven to be invaluable, in both the motivational level, and skills enhancement.  The team are delivering great results currently, and are proving to be able to handle more complex situations. I have meetings booked on Friday, so unfortunately am unable to catch up.
thanks again for all your help Sue the training has been relevant , applicable and has obviously transferred into real skills.”

Mary Martinformer General Manager drive.com.au

“Barrett has provided sales training and coaching around the "Earning What You Are Worth" program to some 85 frontline Managers with Small to Medium Business (SMB) in New Zealand.  The program has assisted our business develop a sales call program which has effectively lifted our business performnce around new customer growth.  Sue's style and personal commitment to our business has made a very positive impact on our business and greatly enhanced the skills of our Relationship management team. The program has effectively been around change management.  A direct focus on call reluctance, call programs, prospecting, seeking referrals are all necessary components for any business that has a sales culture.  Sue has directly influenced this development within SMB.  I would recommend Earning What You Are Worth to any business wanting to develop a sustainable sales culture within their salesforce.”

Wayne Besantformer Head Small to Medium Business (NZ)

“Sue and the team at Barrett worked in partnership with me to develop an end to end model for a new innovative sales team. Their approach was unique in that they worked in partnership with us  across  recruitment, training, needs analysis,pitch planning and the end delivery. The team at Barrett are a great team to work with and add huge value to any sales process.”

Craig KearyHead of Equity Derivitives Sales Westpac

“Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business.
Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.
Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team.
The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.
Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.
This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.”

A Semi-Government organisation 

“Great to have you both over for the chapter retreat and thanks very much for the quality of your presentation.  I am sure Chris would have told you that last years chapter retreat keynote presenter was hauled off after 15 minutes of a 1 hour presentation - you got through a day and a half with a fully engaged crowd, you can draw the obvious inferences from that. Recommendation is the sincerest form of thanks and with your permission I would like to recommend you to the other chapters in the regions for any similar gigs they may be running.  All the very best with your respective and combined endeavors, and thanks again.”

Paul ClaessenMember of Entrepreneurs Organisation Perth Chapter

“The sales training provided by Sue Barrett was very timely, practical and full of ideas and processes that stimulated my sales staff to consider the why, what and hows of selling. In a highly competitive business environment trainers that have a logical, no nonsense approach get the attention and respect of the participants. Her Sales Toolkit has provided them the resource they can then follow and use on a daily basis!”

Gillian HundCEO & Publisher, Copeland Publishing of Melbourne's Child

“The Barrett program has brought me out of my shell to an extent - in particular that I am now contacting more NTB's asking for business than before. Previous to the course I would only contact NTB's after extensive home-work as I tried to preempt any scenarios. In saying that I certainly wasn't afraid to ask existing clients for extra business where I could sense a need or gap could be filled by myself or a product etc. Have found the course useful in that regard especially - "Don't ask - Don't receive".”

Relationship Manager 

“The Barrett sales essentials training course has opened a lot more opportunities for me.It's amazing how asking less questions can be better so long as they are the right questions asked. Thank you very much and I hope we can meet again for future training.”

Small Business Manager 

“Following your sales program I sang your praises as it was one of the most effective programs I have attended in my time with our business (which is considerable). I have been putting the various tips & tactics into practice and pleased to report...it is going extremely well. Apart from anything else, the VBR and "the purpose of my call...." was by far the most effective thing for me to have taken away from the course and put to use - and although it may sound a small thing, for me it is proving to be tremendously positive towards prospecting for new clients. As for overcoming fears...still get nervous but determined not to let it get the better of me and definitely improving.”

Small Business Manager 

“I regularly think back to our meetings and draw on a lot of the advice/guidance you offered. You provided a moment of clarity for me in a time when I needed it most, so again.. thank you.”

Senior RecruiterCarrera Partners

“Just wanted to say a BIG thank you to you for your assistance with one of my clients. I got them back! What helped most was omitting that "fear of rejection" like you said. You were right, I had nothing to lose as we had already lost them. In addition, making phone calls with a clear purpose or intention really assisted with this client, which eventually led to a meeting face to face, and it all went swimmingly. This client is now using us consistently since the meeting, and fingers crossed, this will continue. I am not taking chances this time, and will continue to manage this client carefully. Thanks again for all your help, the follow up phone call with you really made all the difference.”

Specialist Recruitment Consultant 

“ff to our second day of "everybody lives by selling something" Sales training with Sue Barrett. Yesterday was just great. Sue has a tremendous approach to the subject. She's really lifting "sales" as a concept out of the world of "sales people" and putting it in its rightful place of being the art of communication and the ability to inspire our fellow human beings to action. She demonstrates how it doesn't matter who you are or what you do, selling is a fundamental life skill. All of her ideas and methods are very much aligned to 4impact's values & culture. I think we're all getting much from the course.”

Philip DartnellRegional Director NSW, 4Impact

“We have done 4 follow-ups since the 3 day program which has been beneficial for recapping our learnings & consistent approach to client meetings or farm visits. I'm discovering changes in my sales approach (structure) and time management each month since the course. I have also got back into netball coaching since the course as I discovered this was missing in my work life balance and feel this was a result of setting personal goals which I had not done for a couple of years basically got a bit stagnate in my life. Overall the course gave me a timely refresh to my work & personal goals.”

Business Manager 

“I have been very happy to be a part of the sales training we have experienced with Sue Barrett over the past 12 months.  The Sales Multiplier which has been the main extraction from the training is full of excellent content and if used correctly can certainly make a big difference to sales goals, the way we fill in our days and how we deal with our clients.  Your delivery Sue was great, easy to understand, motivating and most of all easy to remember.  I have put a lot of your ideas into practice and will continue to use the multiplier and ensure our staff do the same. Thanks again”

Business ManagerG.J. Gardner Homes Bass Coast

“Things are going fantastic - have implemented a whole heap that I learnt from the program especially around my call programs and the discussions I have with customers while they are in my office.  My favourite things to ask now are "Is there anything I have not asked about that I should have" and "what are you 3 priorities at the moment.”

Account ManagerFinance

“I am a 30 year banker now with a dry land Agri port folio. They say you can never stop learning and one of my main take aways from the program that I am now more effective at is around the sales process, in particular gaining commitment at the close and asking "Is there anything else that we haven't covered that I need to know about." Thanks again.”

Business Manager Agri