Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but…
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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
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Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
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Sales Trend 2 from our 12 Sales Trends for 2017 report is about the new salesperson stereotype. The history of sales methodologies and sales people is full of twists and…
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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
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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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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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If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been able to relate to the…
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A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing…
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As part of our team’s regular coaching and development, a couple of weeks ago Franco Crismann, one of Barrett’s BDMs went to a senior management business event at the MCG…
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