Sun Tzu, the ancient Chinese military general, strategist and philosopher, said: “Move swiftly to overcome resistance.” In selling, that is …
Sun Tzu, the ancient Chinese military general, strategist and philosopher, said: “Move swiftly to overcome resistance.” In selling, that is …
The scale of change in the last 100 years is vast. We have gone from the horse to the space shuttle, from Morse code to smartphones. It h…
Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questi…
The term ‘sales enablement’ has emerged in recent times as a hot topic in the world of sales. However, it can have as many interpretations a…
August 8, 2012 was a milestone for professional salespeople around Australia. Until that day there had been no officially recognised benchma…
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…
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…
It is five times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should …
Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople a…
What will sales teams look like over the next five to ten years? How will we sell to and service our clients? Will our businesses actually r…
Sales is the life blood of any business – organisations cannot exist without customers, members, supporters, patrons, and the like. Sal…
