The Hairy Business of Classifying Accounts
Barrett | Sales Training Blog
by Sue Barrett
5d ago
In 40 seconds No matter how a business calls each of its accounts, accurate categorisation is critical for effective sales operations: Strategic accounts are large or high-revenue clients with values aligned with the goals of your company. Criteria include: – Opportunities for up and cross-selling – Strategic value in keeping it away from competitors – Sharing of data for optimisation Major accounts differ from strategic accounts in: – They make fewer purchases and are often driven by procurement processes – Less loyal – Usually relevant to a particular business unit – Competitive environment ..read more
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Trend 4 – Sales AND Marketing
Barrett | Sales Training Blog
by Sue Barrett
2w ago
This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds Recognising the symbiotic relationship between sales and marketing is crucial for business success. While their emphasis may vary depending on the product or service, both functions are interdependent. Marketing understands the market, generates leads, builds the brand, provides content, nurtures customers, and offers data insights. Sales relies on marketing for leads and tools to close deals and provides valuable customer feedback to refine marketing strategies. This coll ..read more
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A Human-centred Approach to Internal Communications
Barrett | Sales Training Blog
by Sue Barrett
1M ago
In 30 seconds Internal communication, like successful sales, requires a clear process and methodology. However, silos within organisations often hinder collaboration and innovation. A human-centred communication approach, similar to the “Selling Better” sales methodology, can bridge these gaps. It prioritises empathy, active listening, and understanding the needs of different teams. This fosters trust, encourages collaboration, and allows for flexibility in adapting to various contexts. By prioritising human connection and understanding, organisations can break down silos, build consensus, and ..read more
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Is Your Customer Always Right?
Barrett | Sales Training Blog
by Jens Hartmann
1M ago
In 30 seconds The quote “the customer is always right” emerged in the early 20th century, sparking debate on its application. Harry Gordon Selfridge, founder of Selfridge’s Department Store, famously said, “The customer is always right in matters of taste,” highlighting the subjective nature of taste. Conversely, César Ritz advocated for immediate resolution of customer complaints, no questions asked. Today, this motto remains contentious, especially in balancing customer satisfaction with employee well-being. Sales teams face challenges like defining “right” in the digital age, leveraging cus ..read more
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Sales Trend 7 – Facts AND Stories
Barrett | Sales Training Blog
by Sue Barrett
1M ago
This is Trend 7 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here. In 30 seconds In successful sales, facts and stories are complementary. Facts build trust, provide evidence of value, and meet regulatory standards, and stories engage emotionally, make information relatable, and inspire action. New IT tools, like AI or data visualisation apps make it easier than ever to bring facts and stories together, and to the next level. In 2 minutes Facts and stories are two essential components that play a vital role in successful sales operations. Sales teams t ..read more
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The Silent Coach
Barrett | Sales Training Blog
by Jens Hartmann
2M ago
We’ve all seen the Business Development Managers (BDMs) who talk the talk of prospecting: they attend conferences, absorb sales advice, and quote best practices. Yet, when it’s time to act – to pick up the phone and engage – they hesitate. As a result, their skills remain untapped, opportunities slip by, and their potential goes unrealised. This scenario finds a surprising parallel in the world of sales management. Consider a sales manager, equipped with coaching skills and development tools, overseeing a team poised for support. This setup holds tremendous potential to unlock greatness within ..read more
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The Power of Being Highly Sensitive: My Journey from Misfit to Leader
Barrett | Sales Training Blog
by Sue Barrett
2M ago
In 45 seconds The world felt overwhelming as a kid. Turns out, I’m an HSP (highly sensitive person) – 15-20% of us out there, according to research. My sensitivity, once a burden, became my strength. I built a business on emotional intelligence and empathy, creating a more human way to do business. It wasn’t just boardrooms – injustice sparked my activism. Being HSP is tough, but we’re also deeply empathetic, intuitive, and creative. I learned self-compassion to quiet anxieties, and to channel empathy into action for positive change. Mindfulness helps manage the noise, and I don’t try to carry ..read more
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Curiosity: Your Key to Remarkable
Barrett | Sales Training Blog
by Sue Barrett
2M ago
In 30 seconds Curiosity, often seen in children, is essential for success, driving continuous learning and adaptation. It’s especially crucial for top salespeople and achievers across fields, fostering a desire to understand the world, technologies, and customer needs. Curiosity enhances problem-solving, encourages continuous learning, and aids in understanding others’ needs, adapting to change, and building trust. These traits are key in not just sales but all professional areas, allowing for a deeper connection with clients and staying ahead in an evolving world. Embracing curiosity can lead ..read more
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Theory of Mind: Stepping Into Someone Else’s Shoes
Barrett | Sales Training Blog
by Sue Barrett
2M ago
In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It’s key for navigating any relationship, from work colleagues to family. By seeing things from someone else’s perspective, you can build trust, communicate effectively, and resolve conflicts. Active listening, open-ended questions, and empathy are all ways to develop your ToM skills. While originally highlighted for salespeople, ToM benefits everyone – managers, teachers, friends – anyone who interacts with others. It’s a lifelong journey, but by practicing these skills, y ..read more
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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024
Barrett | Sales Training Blog
by Sue Barrett
3M ago
In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it. For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader. These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now. In 2023 we’ve worked with businesses across indus ..read more
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