Author: Sue Barrett on
14 May 2012
Robyn Creed our Head of Coaching hails originally from country NSW and recently spent a relaxing weekend mustering cattle on her sisters’ 11,000 acre property north of Jerilderie, NSW.
The combination of an increased use of social media such as Facebook, LinkedIn, WAYN, etc. and the proliferation of data these systems generate – all of which is becoming more accessible – might well see the death of Customer Relationship Management Systems (CRMS) as we know it.
“Educate and Facilitate” was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With “21st Century selling" not being about features and benefits anymore, what has taken its place?
With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming “commoditised”, leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be) “strategic”. The challenge is, many business leaders and their management generally don’t say what they really mean by that, or how to do it.
Everybody needs to negotiate from time to time; at work, at home, as a leader, as a sales person, and as a consumer.
Author: Sue Barrett on
2 April 2012
“Move over mass marketing, welcome to fragmentation and segmentation:” this was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and segmentation is well and truly taking over from mass marketing society’s staple way of communicating with buyers for over 50 years.
Author: Sue Barrett on
26 March 2012
The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction of “commission-only” salespeople.
Author: Sue Barrett on
19 March 2012
How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?
Author: Sue Barrett on
12 March 2012
Isn’t it about time we stopped throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case?
Author: Sue Barrett on
5 March 2012
Many people, especially sales people, often have the mistaken belief that negotiation forms part of every sale, which is not true.
