This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert…
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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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The Barrett team regularly reviews and discusses all aspects of selling and sales management and what’s new and what remains constant. In recent weeks, the topic of prospecting, new business…
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Sales Trend 11 for our 12 Sales Trends Report for 2016 is The Renaissance Sales Manager. The logic follows that senior executives determine the Grand Strategy for the entire business,…
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Social selling is not a new phenomenon as many might think. Social Selling has been around for many years in various forms and is the process of developing one-on-one relationships…
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In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many…
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The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed…
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Sales Trend 10 from our 12 Sales Trends for 2016 is ‘The evolution in sales incentive plans’. With the growing complexity in many markets and the rise of selling in…
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This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
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Guest co-author: David Hubbard CEO, Founder and Revenue Growth Expert for Marketing Outfield, New York, USA Sales Trend 9 from our 12 Sales Trends Report for 2016 is about using…
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