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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
The “Just” Trap: How Lazy Leadership Kills Sales Performance
In 30 seconds
The Problem: Leaders use "just" language - "just use the CRM," "just focus on value" - which is lazy thinking disguised as decisiveness. This dumps complexity onto teams without frameworks,
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
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 ...