In 30 seconds B2B sales teams are adopting social selling, but many remain in the early stages of mastering it. Direct phone prospecting still plays a role, particularly for high-value…
Read More
This is Trend 11 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds In B2B sales, we are seeing a…
Read More
In 30 seconds Mastering soft skills, such as empathy, emotional intelligence, and active listening, is key to success in sales and service. These skills foster strong customer connections and help…
Read More
In 30 seconds Upselling is not merely about increasing a customer’s bill; it's about adding value by offering complementary products or services that enhance the primary purchase. When done correctly,…
Read More
To wrap up the end of the financial year here in Australia, we looked at the ten most-read articles of FY2324. The results are an interesting mix of all we…
Read More
In 40 seconds No matter how a business calls each of its accounts, accurate categorisation is critical for effective sales operations: Strategic accounts are large or high-revenue clients with values…
Read More
In 30 seconds The sluggish Australian economy is causing businesses to be cautious. We are noticing longer sales cycles and tighter budgets. But downturns are opportunities. Just like savvy investors…
Read More
This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds Recognising the symbiotic relationship between sales and…
Read More
In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it. For decades, the business world…
Read More
In 20 seconds Today's sales need a customer-centric makeover. Traditionally focused on transactional deals, salespeople must now prioritise understanding customer needs and building relationships. This requires emotional intelligence, collaboration, and…
Read More
New Article Email Notification