In today’s cluttered business landscape and global marketplace, finding uncontested markets to sell into and own, free of competition, at least for the foreseeable future, is getting harder, and harder…
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Since late 2014, we have been rolling out the Sales Strategy & Operations Audit working with a wide range of businesses across industries in the public, private, and N4P sectors…
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Sales Trend 4 from the Barrett 12 Sales Trends Report for 2018 is about buyer behaviours and the future of sales roles. According to Gartner Research, by 2020 85% of…
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What do you make of this statistic? The average tenure of a sales representative across Europe and USA is currently 15 months. Ouch! There are other stats that also show…
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‘If you don’t know where you’re going, every road will lead you nowhere’. This famous quote is attributed to Henry Kissinger. Why have I led with this quote? Sadly, in…
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*** Trigger Warning: May contain traces of sarcasm *** We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room…
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I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research…
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In the classic Bill Murray movie Caddyshack, he tries in vain to catch a gopher (rodent) ruining the golf course. Eventually, it occurs to him that “in order to catch…
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I know, I know, I know. How many times have we seen the ‘Secrets to Sales Success’ plastered over the internet only to be left disappointed? Usually, these ‘secrets’, once…
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How do we measure sales performance now? As many formally product-focused companies migrate to selling solutions, most overlook one critical component – the way they measure sales performance. Sales people,…
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