At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested…
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I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout…
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I have to start with the bad news on this topic. Are any of us surprised by the current revelations stemming from the Australian Banking Royal Commission? Possibly not. Are…
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In the midst of the trend and hype of ‘customer centricity’, ‘the customer experience (CX)’, ‘customer excellence’ and other such terms it appears there is something amiss – the rise…
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This week’s article comes off the back of last week’s topic ‘ Getting prospects to talk to you’. It will take a different approach. I have documented the conversation John Smibert…
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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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The recent news about Coles and Woolworths being taken to task by the ACCC for their questionable dealings with suppliers has highlighted a major problem plaguing customer-supplier relationships. Barrett’s first…
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As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging…
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I have been thinking about how salespeople and others who are responsible for bringing in new business to their organisations feel when they get heartfelt thanks and feedback from their…
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Since I started Barrett in January 1995, I have met thousands and thousands of salespeople and sales leaders and whilst I can tell you many stories about these encounters the…
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