Are your sales conferences pumping or slumping?

Posted by:

*** Trigger Warning: May contain traces of sarcasm ***

We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations so we can get to the coffee station during the day and then the bar at night to start really engaging with our colleagues. ...

Continue Reading →
0

Salespeople beware tire kickers, IP thieves & time wasters

Posted by:

Selling is a very time consuming set of activities at the best of times. Now with so much choice and complexity, sales cycles are taking even longer –like 20% longer– especially with multiple stakeholders in larger businesses.

So it only makes sense that we want to be sure as salespeople that a real deal is in the offering, that it is properly budgeted for, and we are in good position to win it.

Salespeople can often bend over backwards to ...

Continue Reading →
0

Cringeworthy: how arrogance and ‘seniority’ destroy sales

Posted by:

Here is a senior manager’s account of a real life, cringeworthy example of when a so called ‘experienced’ senior consultant completely stuffs up a prospective client meeting despite the young graduate, a millennial from the vendor’s company, sitting in the meeting with them instinctively knowing better and trying to do the right thing by the client and the company:

“One of the graduates from our team went out with a senior consultant on a prospective client meeting. Throughout the ...

Continue Reading →
0

Sales Trend 2 – The case for long-term focus

Posted by:

Sales Trend 2 of the Barrett 12 Sales Trends for 2018 Report is the case for long-term focus and strategy.

It’s no news that most businesses are focused on the short-term, living from quarter to quarter, and that although there’s ongoing argument about whether there’s enough evidence or not to say that long-term businesses perform better, most of the arguments against it (pro short-term) focus only on profits.

However, this sales trend reports that there are increasingly louder calls ...

Continue Reading →
0

Forget NPS, it’s about NES (net easy score)

Posted by:

Making ‘my life’ easy in this complex world is customer experience gold.

However, everybody obsesses about their NPS – net promoter score.

If you haven’t heard about NPS before, it’s a metric for assessing customer loyalty for a company’s brand, products or services. Many companies use NPS as part of their customer relationship management (CRM) strategy because the metric is easy to calculate.

Getting promoted more often for the right reasons is only underpinned by how well we address our customers’ ...

Continue Reading →
0

Sales Trend 1 – The Selling Better Manifesto

Posted by:

Sales Trend 1 of the Barrett 12 Sales Trends for 2018 Report is our Selling Better Manifesto. It talks about the Selling Better Movement and it explains why we have started it.

We have created The Selling Better Movement with the hope it will help people understand that there’s a better way of doing business.

A way in which we can all be prosperous.

The Selling Better Movement is an ethical and human-centred selling ethos underpinned by ...

Continue Reading →
0

Why you shouldn’t respond to every RFP and tender

Posted by:

Do you have clear criteria to assess the relevance and risk of every tender or RFP (request for proposal) that comes into your business?

Do you know how much it will cost you in terms of your time, effort, people resources and money to respond to a tender or RFP?

Do you know what the probability of you winning a tender or RFP is?

If you cannot answer these questions with hard facts and information you are likely to be putting ...

Continue Reading →
0

12 Sales Trends for 2018 – Welcome to the State of Flux

Posted by:

The world, more specifically the human world, is changing and moving at lightning speed, adapting and evolving, and getting more complex by the day, to the point where it is becoming too overwhelming for many. Just when we need to be able to really think about and manage complexity, there is a flight to the simplistic to just cope with the day to day. Simple solutions, easy fixes are called for on a daily basis. Many people want ...

Continue Reading →
0

Is an Organic Growth Strategy a better way to go?

Posted by:

How do I grow my business?

How do I get a better ROI?

How do I get more profitable sales?

How do I attract and convert more customer?

These are some of questions entrepreneurs, business owners, CEOs and sales leaders ask on daily basis. And rightly so. We need to ask questions of ourselves and how we run our businesses so as to be appraised of the better ideas that serve our goals and ambitions.

To keep me fresh, I like to read ...

Continue Reading →
0

I’m really frustrated because we could all achieve magnificent sales results if only…

Posted by:

I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, human-centred, strategy and process driven transformation frameworks and journeys that deliver magnificent results and highly capable people when it to comes to selling ...

Continue Reading →
0
Page 5 of 11 «...34567...»