Sales Trend 6 of Barrett’s 12 Sales Trends for 2018 is about the ‘human experience’ in businesses and sales. The terms Customer Experience and Customer Centric have been around for…
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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting…
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Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell,…
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Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep…
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Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of…
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I want you to imagine that you are a 24 year old graduate going for job interviews. In this instance, you are being interviewed by a multinational who takes you…
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In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score. Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003,…
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In recent months, I have deliberately chosen to start each week by writing down this statement: 'Be open to great opportunities' This statement appears at the top of my To…
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We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to…
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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer…
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