The client: a $4B division of a listed corporation specialising in Wholesale & Retail. The division is a combination of B2B sales (wholesale), B2C sales across several retail brands, service…
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No mucking around. Let’s get straight to the point. Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in…
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Sales Trend 7 from the Barrett 12 Sales Trends Report for 2021 explores the changes in Learning and Development that precipitated as a consequence of lockdowns and other restrictions. By…
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For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each…
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Did you know that most businesses are unaware of the repeat business and new sales opportunity potential that lies within their customer service teams? There’s a stat going around that…
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What is the difference between Generosity and Reciprocity and why does this matter? In simple terms and for the purposes of our work in sales and business, and maybe life…
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Sales Trend 6 from the Barrett 12 Sales Trends Report for 2021 explains how and why remote selling is here to stay. COVID has completely reshaped how we do B2B…
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Welcome to part 2 on Unethical Self-Promoters which is inspired by a recent tweet by Pepper Bismol (@Gurl_getreal) who accurately described the real and dire consequences of a ‘few bad…
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This is Part 1 of a 2-part series on Unethical Self-Promoters. Back in 1988, I was introduced to a body of research* that focused specifically on the concept of self-promotion,…
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Back in 2012, I wrote the article – Are you really listening or just waiting to speak – which resonates with salespeople and leaders and gets them thinking about how…
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