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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The other week one BDM from my sales team called the sales director of a business that sells advertising in industry magazines to speak to him about his priorities for…
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Here we are again, talking about unethical and corrupt sales practices in the Financial Services Industry. The Youi fiasco, first reported by Fairfax on 28 August 2016 ‘Does Youi owe…
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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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Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is 'Buyer Behaviours in Transition'. For some time now we have seen many suppliers falling victim to the…
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Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example. For instance, while driving your car, do you ever want to switch lanes…
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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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When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses will usually turn to Marketing in…
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Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling into the 21st century. I mentioned their qualities of analytical…
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