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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The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for…
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Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical…
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Sales Trend 5 from the Barrett 12 Sales Trends for 2016 Report is 'The way we sell around here'. The Sales Dream - A low cost, high performing sales force…
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For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales…
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Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople…
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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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How can we build effective sales teams for the short and long term? This is the perennial question that has been asked by sales managers and business leaders for years.…
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The theme for Barrett’s Sales Trends for 2015 is ‘Transparency and the Middle Path’. This theme stems from the idea of everything in moderation and a new openness whether by…
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This sales trend is all about the radical shift in the sales mindset that currently is underway in organisations as prophesised by The Cluetrain Manifesto 15 years ago. A slow…
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