In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
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We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales. “Our prices are…
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Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said 'Move swiftly to overcome resistance…'. In selling that is interpreted as closing when you get a buying signal.…
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If you were looking for things to settle down and a return to the good old days of selling in 2012 and beyond think again. We're never going back. It's…
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Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand…
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Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should selling be studied at degree level at University?…
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Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes…
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It is five to ten times easier to keep a customer we have than to get a new one - so taking customer satisfaction and retention seriously should be serious…
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What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all?…
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Many sales people, especially those new to sales, often take it personally when a prospect says 'NO' and fail to persist with their prospecting efforts while others turn prospecting into…
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