Ethics and Values

Better sales outcomes through discernment

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What is discernment?

Discernment is the quality of being able to grasp and comprehend what is obscure[1]. It comes from from Old French discerner (13c.) “distinguish (between), separate” (by sifting), and directly from Latin discernere “to separate, set apart, divide, distribute; distinguish, perceive,” from dis- “off, away” (see dis-) + cernere “distinguish, separate, sift” (see crisis)[2]. According to the Cambridge dictionary, it is the ability to judge people and things well.

In this busy, cluttered and ...

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The Power of Optimism and Opportunity for Sales & Business

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Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom, from climate change to cyberterrorism. The relentless pace can make you want to curl up in a corner, wary of what might come next. Or you can stare unblinkingly at this time of chaos and dig into the difficult work of building a better tomorrow.”

What do you see?

What ...

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Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

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Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling.

Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”.

In this hyper connected world it’s easy to gain access to information and make simple online purchases that are transactional in nature; items that we know how to use ourselves. However, today there is so ...

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Salespeople beware tire kickers, IP thieves & time wasters

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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 ...

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Sales Trend 1 – The Selling Better Manifesto

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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 ...

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Why you shouldn’t respond to every RFP and tender

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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 ...

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

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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 ...

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Is an Organic Growth Strategy a better way to go?

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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 ...

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Professional Jealousy?

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How those who shame others for selling themselves are the biggest losers

Let’s begin with a story about an excellent scientist. Someone so passionate and competent about his subject area that he happily and productively spent years studying the topic, getting to know it deeply and how it affects the world; how it is part of a broader system.

Then, with this great body of work and innovative ideas to share, he happily and proactively goes about meeting, informing and ...

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The Flight to Ethical Selling – how the banks can avoid a royal commission

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Everybody lives by selling something and so it is true for the banks and financial services businesses; however, it seems that too many people in some divisions of some of the banking, financial planning and insurance institutions have confused ethical selling with unethical selling practices. Not all banks and financial institutions, mind you, but enough of the big ones to erode trust so badly that people are baying for a royal commission.

When I first started introducing the discipline ...

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