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How Do You Solve a Sales Problem You Can’t Name?
In 30 seconds
The Problem: More leaders are taking vague but real business problems to AI: a pipeline that keeps getting longer, numbers that haven’t moved in years. AI answers the words it’s given,
Part 2: Coaching to the sales system: what it takes, and where it stops.
In 30 seconds
The Problem: A sales system makes sales coaching easier, but not automatic. Leaders asked to coach to a process they don't yet understand will struggle. A poor process embeds the wrong behaviour,
Part 1: You don’t need to be a great sales coach. You need something to coach to.
In 30 seconds
The Problem: When sales results disappoint, organisations invest in turning sales managers into better sales coaches. But most managers were promoted for selling, not for developing others.
The below-cost trap: how to hold your price when a competitor won’t hold theirs
In 30 seconds
The Problem: When costs spike, a competitor often cuts price below what it costs to deliver, betting anxious customers will follow the lowest number. Sellers holding a sustainable price
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:
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 ...