We all want better sales performance and, as I mentioned last week, there are different ways to get there. A good starting point to understand what your team needs to…
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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer…
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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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In this sales trend from the Barrett’s 12 Sales Trends Report for 2018, David Hubbard explains what sales and marketing can do working together to excel at generating revenue. Who’s…
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Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most surely you have. Countless times. People do this all the time, since…
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Have you ever worked with someone who was really effective in one role but then promoted to other roles, usually management, and ended having no idea and no real capacity…
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Since late 2014, we have been rolling out the Sales Strategy & Operations Audit working with a wide range of businesses across industries in the public, private, and N4P sectors…
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Sales Trend 4 from the Barrett 12 Sales Trends Report for 2018 is about buyer behaviours and the future of sales roles. According to Gartner Research, by 2020 85% of…
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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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What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show…
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