Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales…
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Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to…
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Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with…
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Barrett Research invites you to express your opinion about whether 'Selling' should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession' survey and voice your…
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When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning,…
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Subjected to marketing and sales monologues for the better part of 40 years in the form of blanket advertising, product brochures and 'your call is important to us' busy signals,…
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'Knowing your business' was voted as the Number 3 Sales Trends for 2011. With business becoming more complex it should come as no surprise that clients want to work with…
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