Barrett Sales Blog
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The Incumbent's Curse: You Earned Your Seat. Here Is How You Keep It.
In 30 seconds The Problem. Winning a B2B account triggers a dangerous psychological shift. Salespeople who operated with sharp curiosity during the sale get comfortable once signed. They stop diagnosing ...
Stop "Just Checking In": How to Follow Up Like a Trusted Advisor
In 30 seconds The Problem: A deal stalls, anxiety creeps in, and the salesperson sends the most destructive email in modern B2B: "Just checking in." In one line, months of trusted advisor positioning ...
How to Keep Your Seat When Procurement Enters the Room
In 30 seconds The Problem: After months of strategic selling, the deal lands on a procurement officer's desk whose mandate is to commoditise your offering and drive the price down. Salespeople either ...
The Strategic Pushback: Why Saying 'No' Earns You the Right to Be There
In 30 seconds The Problem: Clients routinely test sales professionals with compressed timelines, unjustified discounts, or requests to strip down the solution. Most salespeople fold, fearing the ...
