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Sales Blog Articles
You’ve Paid for the CRM. Are You Getting the ROI?
In 30 seconds
The Problem: CRM failure rates have sat between 47 and 55 percent for two decades. The cause is rarely the software itself.
The Shift: Move from instinct-led "hero seller" selling, fragile
Why Deals Stall More Than They’re Lost
In 30 seconds
The Problem: complex B2B deals in Australia are taking longer to close while the global average is speeding up, and the usual reflex, blaming competitors, doesn't fit the data.
The Shift:
The Buyer’s Trap: Why Asking AI for “Top Sales Trainers” Gets You the Wrong Answer
In 30 seconds
The Problem: Asking AI for "top sales trainers" returns a popularity leaderboard, fame and visibility ranked as if they were evidence of results. This happens because product-category questions
The Four Commercial Mistakes Mission-Led Organisations Keep Making
In 30 seconds
The Problem: Mission-led organisations often mistake public attention for a go-to-market strategy, repeating the same mistakes of undifferentiated messaging, campaign dependency, and sequencing
Engage, Communicate, Sell Better: What Each Generation Brings To The Table
In 30 seconds
The Problem: Organisations often treat generational difference as a gap to manage rather than a resource to draw on, leaving experience and digital fluency siloed instead of combined.
The
Responsible Selling Was Always Right. Now It’s Required
In 30 seconds
Problem: Telcos face a fundamental shift as ACMA scraps industry self-regulation for a mandatory, directly enforceable standard, driven by high-pressure sales tactics and consumers sold
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 ...