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Selling
Breaking the chain of ignorance: How to up the pace of transformation
It is not enough to adapt to change, we need to keep ahead of the curve and continue to transform ourselves before the change arrives.
Does your sales team or culture need a detox?
Defining the right kind of leadership, culture and sales infrastructure is critical to a healthy sales team's culture.
How many clients and sales are you losing out the back door?
Are you aware that it is six times more expensive to acquire a new client than it is to retain an existing client?
Delivering real value beyond product and price
Smart companies know that their wisdom needs to be tracked right across their value chain, clients and suppliers.
Are your invisible sales managers losing you sales?
Sales managers are spending too much time on back-end admin work and not enough time in the field.
How much valuable selling time are you wasting?
Something needs to be done when your company sales force is spending more time doing admin than selling.
Key accounts management, selling, sales,
It might seem counter-intuitive, but thinking of your accounts management staff as traditional salespeople could be damaging your business.
Leadership in uncertain times
Australian business leaders no longer think about things returning to normal, but have instead embraced the idea of constant change and evolution.
If you're a salesperson, you should be a brand leader
Branding has taken on enormous importance for not only products, but salespeople as well.
Why is sales forecasting such a pain?
The dreaded sales forecast: it's enough to drive most sales managers to distraction or drink.
Enthusiasm in selling
Being loud does not necessarily mean you are an enthusiastic or passionate salesperson. It might just mean you're loud.
Are you paying salespeople enough to sell well?
Are the days of salary structures heavily slanted towards commissions coming to an end for salespeople?
Mastering the sales management essentials
Sales leadership is about more than just being a great salesperson.
Ego is a dirty word in sales and sales management
Ego-driven sales monsters are a thing of the past. The new salesperson has to be an open-minded team-player.
What does empathy have to do with sales?
Empathy is an important quality for salespeople to develop in the new sales environment.
Hey retailers – stop whinging and start caring!
Traditional retailers need to pick up a few tricks and tips from their online brethren if they are to survive and prosper.
Learning how to ride the boom and bust economy
Planning for a predictable, stable economy has been replaced by the need to employ strategies that take our new fluid economic environment into consideration.
The yin and yang of selling
It's worth thinking about the language we use as salespeople when we talk about our customers.
Sales lessons out of the mouths of babes
The direct and inquisitive nature of children can make them an excellent example to salespeople.
On your marks, get set, go!
The VIS Barrett Business Scholarship program helps athletes adapt to life after elite sports.
Never ask a customer what they want...
When it comes to creating innovative products, market research is not the best strategy.
The polarisation of selling and buying
Helping the buyer successfully navigate the sales experience has become a major focus for sales organisations.
Hot bath turned cold – ditch the rah-rah
Forget about the motivational speakers for a second. Your sales staff need some real training.
What customers really want from their suppliers
Give people a great sales experience and they'll be back for more.
Intuitive CRM: Wresting CRM back from the boffins
CRM has been controlled by tech considerations for too long. It's time for a stronger sales focus.
Delivering "good service" isn't enough!
Definitions of good service have been radically revised to the point where salespeople today need to go well beyond the old measures.
How do your clients really perceive you?
Perceptions can affect your sales relationships. Here are some easy ways to improve those perceptions.
Watch who you let near your mind...again!
The naysayers and doom merchants are ignoring the bigger picture. Get positive and make it happen!
Stop talking price and talk value instead
Salespeople need to learn how to talk value rather than price.
Just shut up and close the sale!
We know you're excited about the product! That's great. But don't let it get in the way of the sale.
Solution selling isn't as dead as some people thought!
The role of salespeople has been redefined by the internet and technology.
What is 'sales enablement'?
Sales enablement has become a buzz phrase in sales circles. Barrett's Dr Peter Finkelstein unpacks the term for us.
Why sales doesn't have its rightful place at the boardroom table?
As a profession, sales has struggled to establish its credentials. But things might finally be starting to change.
Sales on the university agenda? The final results
Sales gets academic, as Barrett partners with Swinburne to create Australia's first sales and selling course at tertiary level.
Are you wasting valuable selling time?
Salespeople always have some non-sales type admin work to do, but it shouldn't overshadow what they are there to really do.
Customer satisfaction and retention booster
Frontline sales and service staff can be your most effective tool for assessing customer feedback.
Five questions every sales manager should answer
As a sales leader, how much do you really know about how your sales team works?
Sales and marketing need to put aside rivalries and work as a team
Time to put aside the adolescent sibling rivalries - sales and marketing have to grow up and work together.
Would you listen to you? How to create an effective prospecting program
Salespeople need to learn how to be persistent but not pestering of prospects.
Recognition or praise? Know what motivates your salespeople
Why do many sales managers find it hard to show their appreciation for their salespeople's efforts?
Why "industry experience" and product knowledge are not enough anymore
Is your sales team versed in the four-dimensional knowledge diamond?
What's influencing your customers' buying decisions?
A brain is a terrible thing to waste – so make sure you tap into the grey matter of your customers.
How meditation can make you a better salesperson
It may sound strange, but many companies are now buying into the idea that meditation can alter the brain in ways that drive important organisational outcomes.
Know thy customer – Buyers in the driver’s seat
Buyers in the 21st Century are intelligent, connected and tech-savvy consumers who know what they want. In other words, they're now in the driver's seat.
The new kid on the block: Customer experience management
What does the future hold for customer relationship management systems?
Every sales person starts as an educator
Our effectiveness as salespeople is determined by our ability to identify where on the sales journey our buyer is and help guide them to their destination.
