Whilst many salespeople complain of their frustrations with getting an initial appointment with new prospects, it’s the next step – converting these initial buyer-seller conversations into a presentation opportunity –…
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The 9th January 2015 marks 20 years in business for Barrett Consulting Group. Twenty years of helping companies, sales leaders and their salespeople improve their sales operations and their sales…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going…
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More products and services are becoming commoditised. Price differentiation is less of a sustainable advantage. Smarter buyers demand a faster response and expect greater value. In this kind of market…
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‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales, however some organisations place far too…
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‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012. The goal of a CRM solution should be…
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The combination of an increase in the use of technological and social media such as Facebook, LinkedIn, Wayne etc. coupled with the proliferation of data these systems generate - all…
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Middle of last year I wrote about sales training and social media and in particular the impact on car dealerships and their sales teams. In particular, their tardiness in responding…
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'CRM as a business strategy' was voted as the Number 6 Sales Trends for 2011. Looking at your Customer Relationship Management systems (CRM's) as a piece of software? Think again.…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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