'Should I sell and distribute my own products or another company's products?' This is the question I really needed to answer back in 1995 and should have answered by 1999…
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Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to…
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A good sales incentive plan rests on a fundamental set of design principles that reward the right behaviours, optimise sales effectiveness, and maximise the return on incentive dollars. Specifically, a…
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With this holiday period upon us, many of us take time to rest from the busyness of our daily work lives and spend time with the people we love the…
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Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
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With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. 'Prospecting and Social Media' was voted as the…
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Barrett Research invites you to express your opinion about whether 'Selling' should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession' survey and voice your…
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When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
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Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and 'your call is important to us' busy signals,…
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'Knowing your business' was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
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