August 8, 2012 was a milestone for professional salespeople around Australia. Until that day there had been no officially recognised benchma…
August 8, 2012 was a milestone for professional salespeople around Australia. Until that day there had been no officially recognised benchma…
The fat lady – or at least the Spice Girls – may have sung out the London Olympics, but for many the closing ceremony was a starting gun…
No system is perfect and any process which involves the interaction of buyer and seller is going to be subject to many internal and external…
One of the most powerful things you can do for someone is truly be there for them during their time of need. Anyone who has ever been in a d…
Sales has been excluded from the academic landscape, until now. Barrett is one of the first consultancies to ask the question: Should sellin…
Have you ever asked your salespeople what your company’s brand means? Chances are you will get different answers from different people – a…
Many sales people think their job is done as soon as the agreement is signed, but without a proper handover to the post-sale activity, serio…
The most successful sales professionals are easily aroused by customers. When they win a contract, so intense is the elation, a little bit o…
Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Grea…
Sales support can be overrated. In fact, I commonly see salespeople being over supported. They are provided with everything from an encourag…
When we employ salespeople we expect somehow that they will be selling nearly 100% of the time. However, the truth is most salespeople are l…
In my last article, we looked at how important it is to make sure sales team leaders have oversight of the staged lead conversion process. I…
