Barrett Sales Blog
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Why change sticks in some organisations and stalls in others
In 30 seconds Problem: Most training never survives contact with the daily job. Organisations invest in workshops, then wonder why behaviour reverts within weeks, assuming the fault lies with the ...
Prospecting Without Proximity Does Not Convert
In 30 seconds Problem: Sales teams keep measuring call volume, but ANZ research shows 72 percent of the buyer's shortlist is set before a vendor is contacted, and the day-one shortlist wins the deal ...
Your company account is talking. Your people are silent.
In 30 seconds The Problem: Your company account is active, but the people who do the work are invisible where buyers actually decide. When a buyer researches the person calling them and finds a thin ...
The Generational Buying Committee
In 30 seconds The Problem: The B2B buying decision is no longer one person's to make. The average committee now runs to 13 or more stakeholders, each researching independently, and around 71% of ...
