Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer–…
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Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young…
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Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy. It’s no news that most businesses are focused on the…
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Making ‘my life’ easy in this complex world is customer experience gold. However, everybody obsesses about their NPS – net promoter score. If you haven’t heard about NPS before, it’s…
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Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have…
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Do you have clear criteria to assess the relevance and risk of every tender or RFP (request for proposal) that comes into your business? Do you know how much it…
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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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How do I grow my business? How do I get a better ROI? How do I get more profitable sales? How do I attract and convert more customer? These are…
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I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
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How those who shame others for selling themselves are the biggest losers Let’s begin with a story about an excellent scientist. Someone so passionate and competent about his subject area…
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