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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
The Three Disciplines You Are Running as One (And Why That Breaks Down)
In 30 seconds
The Problem Most organisations treat Business Development, Prospecting and Digital Social Selling as the same job, run by the same people, measured the same way. They are not the same. Collapsing
Why the Sequence Matters: Engage. Communicate. Then Earn the Right to Sell.
In 30 seconds
The Problem Most organisations try to sell before they have earned the right to. They skip straight to outreach, proposals, and pitches - and wonder why buyers are not listening. It is not
Are You Signal or Noise? The 5 Questions That Determine Who Wins in B2B
In 30 seconds
The Problem: More than 60% of B2B buying decisions are shaped before a buyer ever calls you. We assessed 229 organisations. Three in four presented as noise. Their communication stated capability,
LinkedIn Promises Visibility. So Why Does Its Ad Model Make SMEs Invisible?
In 30 seconds
The Problem SMEs are paying tech giants for visibility and getting ghost leads in return. LinkedIn's algorithm rewards large budgets and starves small ones - producing leads that look acceptable
The Incumbent’s Curse: You Earned Your Seat. Here Is How You Keep It.
In 30 seconds
The Problem. Winning a B2B account triggers a dangerous psychological shift. Salespeople who operated with sharp curiosity during the sale get comfortable once signed. They stop diagnosing
Free Courses
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 ...