Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and reputation alone; that marketing the firm,…
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Do you frequently discount to win business? Does your brand seem to matter less to customers today? It’s no wonder. Customers can do a Google search of your product or…
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Being organised makes good dollars and cents. To be on track with your sales quota you need to be organised, have a plan you stick to, and use a system…
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Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call? Making…
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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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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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Today, many clients whether they are B2B (business) or B2C (consumer) are looking to save money. Why? Times are uncertain, markets and demographics are shifting, there is a wide variety…
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At Barrett, we get asked a lot about what is the right sales conversion ratio for sales teams. And our answer is to offer more questions such as: Are the…
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Seth Godin is a master at providing pithy, sage advice and I couldn’t go past a recent post of his that really spells out the importance of knowing when to…
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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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