Yes, the world of business and especially B2B selling is getting more complex every day. Buyers’ decision making processes, especially on larger deals, are taking longer, up to 20% longer…
Read More
We could be forgiven for thinking that everything about selling revolves around numbers, developing new opportunities, making sales and achieving results. Because that is what is usually written and spoken…
Read More
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…
Read More
The sixth Sales Trend for 2014 is ‘Low Carbon Economy Sales Opportunities’. Despite many governments lagging behind in terms of creating and endorsing low carbon policies and industries, forward thinking…
Read More
Organisations of every size all have a collective personality that drives their thinking, behaviours and actions and can affect their performance for good or bad. These collective personalities may or…
Read More
Do you find that some clients are open to change, they embrace change while others see change as disruptive and possibly threatening? And then you find there are those clients…
Read More
Last week we talked about what we can control and influence in sales, especially in uncertain times. This week is looking at what we cannot control in sales and how…
Read More
Salespeople deal with market ups and downs, political influence, people’s (customers, influencers, internal stakeholders, bosses, etc.) changing mindset and goals, etc. on a daily basis. Sales can be like herding…
Read More
The first objective of effective sales training and coaching is to help us, salespeople, become aware of any bad habits we may have developed over time. The next objective is…
Read More
Have you ever wondered what the ripple effect of your actions has on other people, things and systems way down the line or beyond your immediate world? Often in sales…
Read More
New Article Email Notification