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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You could be forgiven for starting off 2016 in a rather pessimistic manner given all the ‘doom and gloom’ being spread about economic growth issues, the decline of share markets…
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The sad passing of David Bowie this last week has brought a huge wave of emotional outpouring from many parts of the world including myself. I grew up with David…
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As I have previously written one of our biggest issues in running effective sales operations and executing effective sales strategies is the persistence of ‘point’ or ‘silver bullet’ solutions that…
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This series of ‘Survival of the Adaptive’ articles will look at the key things we need to do as sales teams to contend with the many changes afoot in our…
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Charles Darwin’s Theory of Evolution is often misquoted as being ‘the survival of the fittest’ when in fact it is ‘the survival of the most adaptive’. And that is how…
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