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Stop “Just Checking In”: How to Follow Up Like a Trusted Advisor
In 30 seconds
The Problem: A deal stalls, anxiety creeps in, and the salesperson sends the most destructive email in modern B2B: "Just checking in." In one line, months of trusted advisor positioning
How to Keep Your Seat When Procurement Enters the Room
In 30 seconds
The Problem: After months of strategic selling, the deal lands on a procurement officer's desk whose mandate is to commoditise your offering and drive the price down. Salespeople either
The Strategic Pushback: Why Saying ‘No’ Earns You the Right to Be There
In 30 seconds
The Problem: Clients routinely test sales professionals with compressed timelines, unjustified discounts, or requests to strip down the solution. Most salespeople fold, fearing the deal
How to Survive the “Silent Assassin” in Your Next Client Meeting
In 30 seconds
The Problem: In buying committee meetings, sales professionals instinctively focus on the engaged, enthusiastic stakeholders and avoid the quiet, sceptical ones. That sceptic - the operational
You Got a Seat at the Table. But Are You in the Right Room?
In 30 seconds
The Problem: You nailed the meeting. Your contact loves the solution. But weeks pass, the deal stalls, and budget approval never comes - because you were sitting at the wrong table. Your
The First 5 Minutes: How to Stop Sounding Like a Vendor
In 30 seconds
The Problem: Most salespeople sabotage their credibility in the first five minutes. They over-apologise, fill time with aimless small talk, or launch straight into a pitch deck. The moment
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The Sales Essentials Test Drive
Product Description
Sales Essentials Test Drive
The Test Drive is a cross section of The Sales Essentials Online Learning Programme.
The Sales ...
The Sales Essentials Course Introduction
Course Introduction: Sales Essentials Online Learning Programme
A free sales course, The Course Introduction is the first module of The Sales Essentials ...
Barrett Sales Trends
Barrett Sales Trends Report 2024
This business and sales trends report is dedicated to unfurling 'mythical truths', that have constrained business thinking. It's not one thing OR the other. The best results come from ...
Barrett Sales Trends Report 2023
We are on the cusp of the fastest, deepest, most consequential transformation of human civilization in history.
Being human-centred is about putting humanity back on the corporate ...
Barrett Sales Trends Report 2022
The first issue of the Barrett 12 Sales Trends Report was published in December 2009. It was titled ‘12 Sales Trends for 2010: No more “Business as usual”’. Sales trend 10 in ...
Barrett Sales Trends Report 2021
2020 has been one of the most trying year for many generations and we can’t wait for it to finish. We are over it and impatient for a sense of control, some degree of certainty, something ...
Barrett Sales Trends Report 2020
Businesses, governments, industry bodies and the global business community have been talking for decades about making changes and taking action to address climate change, reduce the ...
Barrett Sales Trends Report 2019
Trust is a vital element in our lives and, as such, it has been studied and debated for centuries. Trust is the belief that someone or something is honest and will not harm you, or ...
Barrett White Papers
Barrett Whitepaper: The History of Sales Methodologies - Why Some Work and Others Don’t
Every once in a while a new book on sales and selling appears in the stores that lays claim to contain the secret to sales challenges. Many of these books promote themselves as being ...
Barrett Whitepaper: Should selling be studied at degree level at University?
There has been no officially recognized benchmark for professional salespeople at tertiary level. Finance, Marketing, Production, Engineering, Business Administration, IT, Research ...