Is Selling Remotely the future of sales?

Will selling remotely become the norm post COVID -19 for B2B and Complex B2C field sales teams? The early signs say ‘yes’, but let’s take a closer look at what’s happening. Many things have been tossed up in the air with the advent of the COVID-19 crisis. Take, for instance, the boom in Zoom meetings on every level – keeping people in touch with each other across the street, suburb,

Selling Better, Faster

Real Time Sales Education How can sales education become a key contributing factor to not only selling better, but also to selling faster? How can sales education be designed and provided close enough to the day-to-day reality of sales teams that it can help solve sales challenges and achieve sales results in “real-time”? We need to move away from only focusing on the annual 1-2 day classroom sales training approach.

Why every business needs a Sales System

What is a Sales System? A Sales System is an open system that exists within the environment of an organisation that interacts with its markets, customers, competitors, and society. It consists of a collection or combination of an interdependent group of items and people regularly interacting with each other to form a complex or unified whole. A Sales System, like Marketing, is the interface between our business and our markets

Rapid Sales Recovery

Many SMEs have at the moment a sales revenue problem mostly due to the challenges that have been brought about by the pandemic. The brutal fact is that we will have to reset and redouble our sales efforts. This doesn’t mean doing more of what we have been doing, it means re-thinking what we are selling, how we are selling, and to whom. That is the only way to find

The History of Sales Methodologies – Part IV of IV

Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? Part I, II and III of the series covered from the 19th century

The History of Sales Methodologies – Part III

Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? Part I and II of the series covered from the 19th century to

The History of Sales Methodologies – Part II

Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? On Part I of this series we looked at the 19th century and

The History of Sales Methodologies – Part I

19th century. Sales is a complex profession. People in this field not only have to deal with the intricacies of being a salesperson -as most people deal with the ins and outs of their profession- but they also have to deal with the less than honourable image that being a salesperson has. But why? Where did it all start? The profession of selling is one of the oldest ones in

12 Sales Trends for 2020 – The Time is Now

2020 marks 25 years in business for Barrett, our parent company, and over this period of time we have seen many things – good, bad and indifferent – when it comes to managing businesses and sales teams, successfully or otherwise. Fads, trends, myths, hype, well-worn facts, new innovations and home-truths have all been a part of this 25 year journey. We’ve talked with over 10,000 business leaders from the C-suite

The role of marketing in developing trust

Sales trend 12 from the Barrett 12 Sales Trends report 2019 looks at the key things that marketing teams in B2B environments need to do to help their businesses win back the trust of their customers. The endeavour of building and maintaining a trusted B2B brand is far more complex than it used to be since the advent of omni-channel marketing both locally and around the world. While some CMOs