Sales Trend 6 of the Barrett’s 12 Sales Trend Report for 2023 is about the challenges and opportunities of incorporating AI in a human-centric business. Interview with KARL MATTINGLY // Founder of DYSRUPT LABS In 30 seconds AI is a tool that saves time, money, and worry while uncovering valuable insights for businesses. Karl Mattingly, founder of Dysrupt Labs, emphasises the importance of human-centric AI. By reducing human error, AI can improve customer experience, accelerate discoveries, and enhance healthcare outcomes. Karl highlights the value of a hybrid human-AI approach, where AI partne ..read more

In 30 seconds We conducted some internal research here at Barrett by collating and analysing all the sales issues that appear in briefs that we had taken from clients and prospects since 2018. We found that nearly 90% of the problems faced by businesses we have engaged with can be attributed to two crucial areas – inconsistency in sales standards and sales coaching, and lack of clear go-to-market sales strategy and compelling value propositions – Why Us. In 2.5 minutes As we approach the end of the financial year here in Australia and businesses are looking at where to invest their budgets for ..read more

In 30 seconds Aligning sales and service teams is vital to healthy client relationships and maximising sales opportunities. While marketing focuses on communicating to groups through branding and advertising, sales and customer service talk to individuals. Despite their interdependence, these teams often work in silos and have different key performance indicators. This separation can result in lost clients and hinder business success. To address this, organisations have to develop collaboration between sales and service teams. By working closely together, these teams can nurture client relatio ..read more

In 30 seconds Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery. In 2 minutes Achieving the pinnacle of sales master ..read more

In Sales Trend 5 of Barrett’s 12 Sales Trends Report for 2023, Ben Shute talks about what it means for procurement to put humans at centre. By guest author BEN SHUTE // Chief Executive Officer Comprara & Purchasing Index.    In 30 seconds The primary objective of procurement is to create value for the organisation, but the definition of ‘value’ is subject to change. Human-centred design and Environmental, Social & Governance are signs of this shift, as we now understand that profitability and doing what’s right are not mutually exclusive. A human-centred approach to proc ..read more

In 30 seconds Sales success has long been built around personalities, leaving new salespeople to emulate revered individuals without much success. A well-defined sales process is a quicker and more effective way to get new hires up to speed. A sales process map outlines the steps, activities, tasks, and behaviours of how your business sells and services. By incorporating the best practices of your top salespeople and aligning them with your sales strategy, you empower new hires to adopt and make the process their own. This approach allows them to observe successful salespeople applying the pro ..read more

As many businesses and sales leaders look to finalise their business strategies, sales and training budgets for FY 2023-24, they are likely putting their minds on how to help their sales and client-facing teams improve productivity and performance, customer service standards, sales pipeline, attraction and retention of the right kinds of clients, their competitiveness, profitability, revenue, and so on. Often their minds will drift to some form of sales training to improve sales. And sure, the right kind of sales training is essential to stay sales fit and deliver sales results; however, many ..read more

Are they the same? The terms ‘Solution Selling’ and ‘Value-based Selling’ are sometimes used interchangeably. But are they the same? The short answer is NO. So, what are Solution Selling and Value-based Selling? Let’s start with Solution Selling Solution Selling is about how customers view solutions, not how salespeople define solutions. All the methods that support real Solution Selling encourage salespeople to work with their customers to gain an understanding of what the customer believes is an ideal solution for them. Solution Selling is a sales method that has been, and continues to be, l ..read more

In December last year we launched the Barrett 12 Sales Trends Report for 2023 – Humans at the Centre. This Sales Trends Report explores the ethics and values, systems and strategies, processes and tools, and ideas and models that businesses and sales operations need to adopt to become truly human-centred and businessworthy. You may have seen sales trends 1, 2, 3, and 4 as they make it monthly into the blog. (Links at the bottom of this article.) You can download the full report here and read what each trend is about below. Humans at the Centre Sales trend 1 – The Case for Human-centred Economi ..read more

What if we aimed to sell better by rethinking our growth strategies and how to create value instead of focusing on the prevailing paradigm of extracting value and selling more, more, more in a finite world? This is Sales Trend 4 of the 12 Sales Trends Report for 2023. Sales growth is usually the top priority for almost every CEO and sales leader going around. The common catch cries of ‘How do we sell more? How do we grow market share? How do we get more customers to buy more? How do we increase margins and shareholder return’? have been ringing out through many boardrooms, C-suites, and sales ..read more