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Sales Blog Articles
Landing on the Hudson – Again. Leading Through Disruption
In 30 seconds
The Problem: Global instability - geopolitical tensions, oil volatility, supply chain pressure - is creating real uncertainty for leaders, sales teams, and client-facing professionals. The
The Sales Veteran’s Dilemma: Why the Best Keep Raising Their Game
In 30 seconds
The Problem: Seasoned sales professionals with decades of results, relationships, and reputation often stall when new methodologies arrive - not from stubbornness, but from the very real
From Vendor to Strategic Partner: Why Your C-Suite Seat Depends on It
In 30 seconds
The Problem: If your sales conversations revolve around pricing and features, you're a vendor - easily replaced, first to be cut, and commoditised. C-Suite executives don't buy from vendors.
The
Navigating Committee Gridlock: Why Your Best Deals Are Dying in Silence
In 30 seconds
The Problem: Enterprise deals now require 6-10 stakeholders to align, each with competing priorities and different risk lenses. Deals don't die from "no", they die from gridlock. Your champion
The Founder Trap – When Your Success Becomes Your Ceiling
In 30 seconds
The Problem: You've built a $5M business on personal relationships and heroic effort - but that's your ceiling. 78% of companies with product-market fit fail to scale because the founder
Is your tech stack full but your calendar empty? Let’s talk about the Conversation Gap
In 30 seconds
The Problem: B2B sales teams have world-class CRM systems and cutting-edge AI tools, yet pipelines are stalling. Research shows technology usage alone explains less than 1% of sales performance
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 ...