Resources
Powered by Barrett
Sales Blog Articles
Sales Telemetry: Why Excellence Lives in 273 Micro-Steps
In 30 seconds
The Problem: Traditional "hero" sales models are fragile and unscalable. Personality-driven approaches leave organisations vulnerable when stars leave, and oversimplifying complex B2B sales
The Simplicity Trap: Why Reducing Complexity Makes Selling Harder, Not Easier
In 30 seconds
The Problem: Leaders confuse complexity with clutter. They think "making life easier" means cutting steps and removing structure. Result? They create a vacuum where chaos takes over. Teams
31 Years of Selling Better: Why Your Seat at the Table Matters More Than Ever
In 30 seconds
The Problem: Complex B2B sales requiring human relationships and risk navigation are being forced into transactional procurement processes designed to commoditize vendors and slash costs.
Why Your Sales Playbook Needs a 2026 Upgrade
In 30 seconds
The Problem: Most sales playbooks were built for a world that no longer exists. They're linear, assume predictable buyer paths and universal cold calling success, and were designed before
What the Hell Happened to B2B Selling in 2025?
In 30 seconds
The Problem: The B2B sales terrain fundamentally shifted in 2025. Cold calling stopped working for 71% of decision-makers under 40. Over 70% of buyers now use AI to research and shortlist
When AI Hallucinations Derail Your Sales Efforts
In 30 seconds
Key Takeaways:
The Problem: Salespeople relying on AI-generated intelligence without verification are creating dangerous blind spots. LLMs (Large Language Models) calculate the most statistically
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 ...