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Sales Trend 9 – Marketing technology for better sales results

Sales Trend 9 from our 12 Sales Trends Report for 2016 is about using marketing technology for better sales results. Sales and marketing technology –...

sales

Are sales teams driven by greed and desperation dying out?

The other week, one business development manager (BDM) from my sales team called the sales director of a business that sells advertising in industry...

sales

2016 Sales Trend 8 – Streamlining CRM

Sales Trend 8 from our 12 Sales Trends Report for 2016 is ‘Streaming CRM’. Many companies have invested in feature-rich sales technologies only to find...

sales

Why commission selling in financial services should be banned

Here we are again, talking about unethical sales practices in the financial services industry. The Youi fiasco, first reported by Fairfax on August 28, potentially...

sales

Salvaging the sale when a stakeholder leaves

My friend Jill was about to close a big sale. It had taken significant time to develop the proposal and a relationship with her...

sales

Why I cannot relate to the typical salesperson stereotype – and why we need a new one for the 21st century

If you cannot relate to the typical salesperson stereotype you are not alone. Many people we speak to, including many salespeople themselves, have never been...

sales

Without a strategic sales force, you are doomed to fail

A strategic sales force – one driven by a focused sales strategy and robust sales operation framework rather than a panel-beaten corporate / marketing...

sales

Sales Trend 7 – Buyers in transition

Sales trend seven from the Barrett 12 Sales Trends for 2016 Report is 'Buyers in transition'. For some time now we have seen many suppliers...

sales

Why manners and courtesy are vital for successful sales, businesses and societies

Sometimes, the seemingly trivial daily acts we perform are the most important. Courtesy is but one example. For instance, while driving your car, do you...

sales

Lessons for sales teams from former AFL player Brian Lake

As part of our team’s regular coaching and development, a couple of weeks ago Franco Crismann, one of Barrett’s business development managers, went to...
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Feeling stressed? You’re not alone

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Small business owners might be optimistic about the future, but that doesn’t mean that the daily grind isn’t stressful, research reveals. A range of issues...
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