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The Common Ground Series – Part 1 Common ground: shared interests, beliefs, or opinions between two people or groups of people who disagree about most other subjects. (Cambridge dictionary) Finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to […]

The post In order to progress we must first find common ground appeared first on Barrett Sales Blog.

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Sales is integral to business. Without sales we don’t have a business. But running a sales operation, leading the sales effort and guiding and directing a sales team can be a constant juggling act. Sales operations have many moving parts and they all require constant vigilance and effective decision making. The execution risk is always […]

The post The Sales Juggling Act: how to keep your eye on the sales prize appeared first on Barrett Sales Blog.

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A positive Case Study on managing change, pain and quick wins in line with a Long Term Strategy Human beings, by and large, are notorious for staying with what is familiar to them and not wanting to ‘rock the boat’, instead chasing the familiar quick fix, the easy option, that which feels safe and comfortable. […]

The post Avoiding a Kodak Moment: A positive Case Study on managing change for better sales & business appeared first on Barrett Sales Blog.

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Guest author: Steve Hall Sales Trend 5 from the Barrett 12 Sales Trends Report for 2019 is about why ‘more’ isn’t ‘better’ when it comes to sales enablement technology. Sales enablement technology is becoming more and more sophisticated. Artificial intelligence, Account Based Marketing (ABM) platforms, email tracking, autodiallers and so on are enabling more salespeople […]

The post Sales trend 5 – Using sales enablement technology to build trust appeared first on Barrett Sales Blog.

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By guest writer Jens Hartmann, Head of L&D, Barrett Driving away customers Have you ever come across a salesperson making assumptions about you, your needs and expectations, or your experience? Then you are probably aware of how powerful these assumptions can be – at driving you away as a customer. We experienced this recently. While […]

The post The Power of Assumptions appeared first on Barrett Sales Blog.

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In a world filled with so many opportunities, choices and facts there are also equal amounts, if not more, of biased news, fake news and fads, which now make it that much harder to make sound decisions, buy or purchase anything or vote with confidence. The internet and, more specifically, social media is flooding us […]

The post How to make informed Buying & Voting decisions in a sea of Biased & Fake News appeared first on Barrett Sales Blog.

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Sales Trend 4 from the Barrett 12 Sales Trends Report for 2019 explores how working within a culture of mistrust affects salespeople and their ability to develop trusted relationships with clients. Building trust is key to sustainable long term sales relationships. This is surprisingly true even for very large B2B sales, despite the availability of […]

The post Sales Trend 4 – Trust improves the Learning and Development culture appeared first on Barrett Sales Blog.

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Here we go again. Global disarray, government elections, political scandals of betrayal and corruption. How do we keep our head when everyone else around us is losing theirs? How are we supposed to lead business and keep selling better when there’s a general feeling of uncertainty that makes decision making so difficult? There are those […]

The post How to sell better in uncertain times appeared first on Barrett Sales Blog.

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Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples: a business being asked by a prospect to ‘give us a better price because you are doing a few things with us’, a […]

The post 6 Tips on How to Sell Value and Reposition Price – Take 2 appeared first on Barrett Sales Blog.

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On 27 March 2019 we hosted our 7th Sales Trends Business Breakfast celebrating the 10th edition of the Barrett Annual 12 Sales Trends Report with Trust as our central theme.  Over 120 people attended the event, mostly business people but we also had the Year 11 International Baccalaureate Student Representatives of the Melbourne Montessori School […]

The post 2019 Sales Trends Event  – Trust me, I’m in Sales appeared first on Barrett Sales Blog.

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