In 40 seconds No matter how a business calls each of its accounts, accurate categorisation is critical for effective sales operations: Strategic accounts are large or high-revenue clients with values…
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When a seller and a prospective buyer first meet, there’s the initial formal stage (which includes the non-committal small talk) where everyone is sussing each other out, finding common ground,…
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Your business might not have been struck directly – like Captain Sullenberger’s plane was hit by a flock of geese - but the fallout of the COVID-19 crisis has hit…
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The overall current economic and market conditions are soft at best according to the latest reports. And even though the Federal Government is putting a positive spin on the latest…
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I recently read a research paper from the US market that stated more and more sales teams are relying on renewals in revenue from their existing accounts which is giving…
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The Barrett team regularly reviews and discusses all aspects of selling and sales management and what’s new and what remains constant. In recent weeks, the topic of prospecting, new business…
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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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So you have the title ‘Key Account Manager’ and you are responsible for one or two ‘Key Accounts’. With the best of intentions you seek to establish shared goals and…
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Much has been written about the role of salespeople. However, many of these “authorities” are professionals in disciplines that have (at best) only an indirect relationship – and that mainly…
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In late 2012 we published the detailed 49 page 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December 2012. In it was the Sales Trend: Salespeople…
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