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Top 5 Articles for H1 2026
In 30 seconds
In H1 2026, one thing has become impossible to ignore: buyers have changed how they find us long before we know they're looking. AI has made it faster than ever to research, compare and
Why change sticks in some organisations and stalls in others
In 30 seconds
Problem: Most training never survives contact with the daily job. Organisations invest in workshops, then wonder why behaviour reverts within weeks, assuming the fault lies with the training
Prospecting Without Proximity Does Not Convert
In 30 seconds
Problem: Sales teams keep measuring call volume, but ANZ research shows 72 percent of the buyer's shortlist is set before a vendor is contacted, and the day-one shortlist wins the deal 94
Your company account is talking. Your people are silent.
In 30 seconds
The Problem: Your company account is active, but the people who do the work are invisible where buyers actually decide. When a buyer researches the person calling them and finds a thin or
The Generational Buying Committee
In 30 seconds
The Problem: The B2B buying decision is no longer one person's to make. The average committee now runs to 13 or more stakeholders, each researching independently, and around 71% of them
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
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The Sales Essentials Test Drive
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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 ...