As I have previously written one of our biggest issues in running effective sales operations and executing effective sales strategies is the persistence of ‘point’ or ‘silver bullet’ solutions that…
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When it comes to mathematics, music or other scientific disciplines there never seems to be an issue with definitions. A prime number is a prime number and a crotchet is…
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Barrett’s Sales Trend 9 for 2015 is ‘Back to the village’. As globalisation became more and more prominent, Australian consumers in turn, became excited about being able to purchase items…
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Sales Trend 8 of Barrett’s 12 Sales Trends for 2015 is about “neuroselling”. Recently, there has been a shift from economic models to emotion-based or psychological models of selling. The…
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Jim Collins (author of “Good to Great: Why Some Companies Make the Leap...and Others Don't”) stimulates a thought that many sales managers should be asking themselves right now: “What makes…
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Many so called “experts” claim that there are two types of salespeople – Hunters and Farmers. Salespeople, so these experts claim, are either one or the other. Consequently they fit…
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This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
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This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
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Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how…
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It is a harsh reality – product demand and brand scores are down. Some contributing factors to this decline are: bad experiences with retailers or suppliers, poor responses from intermediaries,…
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