I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a…
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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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Sales Trend 8 – Ordinary Sales Organisations Do More. Extraordinary Sales Organisations Achieve More
Sales Trend 8 from our 12 Sales Trends for 2017 explore how extraordinary sales organisations can work with marketing to achieve more. With the help of technological disruption, buyers in…
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Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on.…
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With business becoming much more complex and value harder to discern in product sales alone, Sales Trend 7, Sell and Deliver Value or Commoditise, sees business leaders making serious decisions…
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How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
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A Barrett Selling Better Case Study Here is a brief snap shot of the current results of a major Selling Better project we started with one of our clients in…
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Sales Trend 1 from our 12 Sales Trends for 2017 report is about sales metrics. What do we measure now? When we talk about sales metrics we usually think units,…
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