Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ hoping they can charge a premium or perform some miracle that will instantly…
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There is no doubt that automation saves time and money. It improves efficiencies and very often eliminates human error. But what happens to companies when they try to automate all…
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In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many people, often overwhelmed by too many…
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The frequently used business model of having sales under marketing, and therefore not having a separate sales strategy is no longer effective in today’s complex market place. Sales strategies developed…
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This is how most salespeople are inducted into their sales careers: “Welcome to our team, Rebecca. It’s great to have you on board. Here is your list of ABC accounts…
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A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing strategy or territory plan for capturing…
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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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Sales Trend 4 of Barrett’s 12 Sales Trends for 2016 is Sales & Marketing Unite. For too many years there have been various degrees of finger-pointing and strained relations between…
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We all know that creating a better sales team, better sales culture, better sales leadership and better sales strategy that delivers better sales results does not happen by attending the…
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Sales Trend 1 of Barrett 12 Sales Trends for 2016 is “Beyond Profit Erosion”. After decades of revenue and profit growth markets are no longer what they used to be.…
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