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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It has been a long held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly,…
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Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety…
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In this busy, cluttered and complex world the ability to make good judgements is becoming increasingly important. That is why I have been encouraging myself and others to cultivate the…
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Many of us may recall the 1992 film Glengarry Glen Ross that depicts two days in the lives of four real estate salesmen and how they become desperate when the…
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To attract new clients we need to create a positive buying experience for them. This usually involves a combination of marketing activities and a salesperson in the first instance. To…
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Sales Trend 6 from the Barrett 12 Sales Trends for 2016 Report is 'The Sales Curator™'. A new sales capability is required in this information overloaded world. No longer are…
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Calling on women and men in sales and sales leadership roles to be a part of our Women in Sales & Sales Leadership Research(now closed). Ten years ago Barrett undertook…
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Sales Trend 5 from the Barrett 12 Sales Trends for 2016 Report is 'The way we sell around here'. The Sales Dream - A low cost, high performing sales force…
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