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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...

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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...

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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...

sales

Why marketing can’t fix a sales problem

When sales start to dry up or the business doesn’t seem to be getting traction with customers, many small to medium (SME) sized businesses...

sales

Lessons from introverts on how to be better salespeople

Last week I wrote about the value that engineers, technicians, scientists and mathematicians can bring to the world of selling in 21st century. I mentioned...

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Why engineers, technicians and scientists might make the best salespeople in the 21st Century

It has been a long-held belief that extroverts made the best salespeople; the gift of the gab, being charming and persuasive, telling a good...

sales

The difference between cheap and frugal customers – and how to deal with them

Today, many clients, whether they are B2B (business) or B2C (consumer), are looking to save money. Why? Times are uncertain, markets and demographics are...

sales

Why cultivating the quality of discernment leads to better sales outcomes

In this busy, cluttered and complex world the ability to make good judgements is becoming increasingly important. That is why I have been encouraging...
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Resources boom sets Australia apart from struggling US: Economy roundup

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Economic events over the last couple of days have provided some compelling evidence of the widening divergence in conditions between the US and Australian...

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The storytelling nature of data

No data scientist? No worries. How to start thinking like a citizen data scientist

The storytelling nature of data

Firstly, if you’re wondering what a citizen data scientist is, it’s simply you, or me or anyone else using increasingly simple and accessible tools...

The storytelling nature of data

Why a fear of data analytics is bad for business

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