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Barrett Sales Blog
Why change sticks in some organisations and stalls in others: In 30 seconds
Problem: Most training never survives contact with the daily job. Organisations invest in workshops, then wonder why behaviour reverts within weeks, assuming the fault lies with the training...
Prospecting Without Proximity Does Not Convert: In 30 seconds
Problem: Sales teams keep measuring call volume, but ANZ research shows 72 percent of the buyer's shortlist is set before a vendor is contacted, and the day-one shortlist wins the deal 94...
Your company account is talking. Your people are silent.: In 30 seconds
The Problem: Your company account is active, but the people who do the work are invisible where buyers actually decide. When a buyer researches the person calling them and finds a thin or...
The Generational Buying Committee: In 30 seconds
The Problem: The B2B buying decision is no longer one person's to make. The average committee now runs to 13 or more stakeholders, each researching independently, and around 71% of them...
Your Buyers Are Researching You Right Now. What Do They Find?: In 30 seconds
The Problem: Three in four ANZ B2B organisations are failing the shortlist test. Not because their product is inferior - because their digital footprint is noise, not signal. Buyers are...
