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How to make your sales presentations work for you and your clients

Keep your message consistent and make your sales presentations work for you. The B2B sales arena now demands a customised presentation for every meeting....

sales

Keep the door open with these simple ways to reach prospects

How do we reach prospects and keep the door open? While everyone is trying to go big, go small instead and use innovation to capture...

sales

The changing world of selling professional services

Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and...

sales

How to avoid the discount trap

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...
Couple and salesperson at home

sales

Most consumers don’t change their minds during cooling-off periods: Study

By Paul Harrison, Deakin University When customers are offered a “cooling off” period, they don’t change their minds, even when the alternative is considered subjectively better,...

sales

Why online prospecting is often lazy and very annoying

This week’s article comes off the back of last week’s topic—Getting prospects to talk to you—but it will take a different approach. I have documented the...

sales

Go to war to protect your reputation

How valuable is your reputation? We all know a key ingredient to anyone's success is their credibility. Your credibility and reputation form the image you portray...

sales

Two golden rules for getting prospects to talk to you

Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you...

sales

Who should be responsible for relationship management in your business? Everyone

The Barrett team regularly reviews and discusses all aspects of selling and sales management, including what’s new and what remains constant. In recent weeks, we...

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Are your salespeople living in sin?

Over 10 years of research and insights generated from working closely with market leading organisations and thousands of salespeople has taught us a lot...
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Why the cloud is not just a buzzword

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‘The cloud’ - it’s the buzz term that has been making its rounds. As a business owner, you’re most likely already utilising the cloud,...
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