Sue Barrett Blog List

If you can read this text, your browser is not interpreting this page as the designers intended. This may be because you are using an obsolete, non-standards compliant browser or you have Cascading Style Sheets disabled. Read more about Web Standards at Reactive.

text size: A- A+

Home > Blog > Sue Barrett Blog List

Sue Barrett Blog List

Start up Guide

Smart Co Awards

Smart co blogs

Govt assist

Govt assist

Links

Our Partners

New Products

Email Alert

Sign up to receive an email each weekday alerting you to the latest news, tips, blogs, trends and big issues

More information

Podcasts

View > Making decisions: Monday, 14 July 2008 Mostly it’s not that there are too many choices, but how best to filter them. Here’s a great test. SUE BARRETT

View > How potential customers think: Monday, 7 July 2008 Not every approach works, so you may need to filter the client’s attitude first. Here’s a guide. SUE BARRETT

View > Is the cost of selling worth the sale?: Monday, 30 June 2008 It's important to know when to say 'no' and walk away from a sale. SUE BARRETT

View > Trends in procurement: Monday, 23 June 2008 The world of procurement is changing, and many long-held views on effective sales must change with it. SUE BARRETT

View > First impressions: Monday, 16 June 2008 Because you don’t get a second chance at first impressions, here’s a few tips to make the first chance count. SUE BARRETT

View > The relationship of revenue growth to your job: Monday, 2 June 2008 Does everyone in your organisation understand how their role affects revenue growth? SUE BARRETT

View > Don’t confuse biggest for best: Monday, 26 May 2008 Attracting and searching for recruitment candidates needs to be ‘quality’, not quantity’. SUE BARRETT

View > Culture and communication: Monday, 19 May 2008 Communication is a central tool for any sales effort, and in a global market is even more essential. SUE BARRETT

View > Sustainability – the new criteria: Monday, 12 May 2008 Having clear sustainability policies isn’t just about making you feel warm and fuzzy. Your customers, suppliers and staff will demand to know your position. SUE BARRETT

View > Great story tellers: Monday, 5 May 2008 Good sellers are often good story tellers. Not because they are full of hot air, but because they can build empathy and trust. SUE BARRETT

View > Preparing for the 2008-09 sales year: Monday, 28 April 2008 Here’s a few tips to help you plan your sales and marketing strategy for the next 12 months. SUE BARRETT

View > We’ll meet again...: Monday, 21 April 2008 Ever been fobbed off because you don't fit the 'image', or been treated with indifference by a salesperson? SUE BARRETT

View > The law of reciprocity: Monday, 14 April 2008 You get what you give (and vice-versa). I've seen this in action in sales many times. SUE BARRETT

View > Are you making contacts or connections?: Monday, 7 April 2008 You need more than a scattergun approach to make networking successful. SUE BARRETT

View > The sales manager's tool kit: Monday, 31 March 2008 Thinking of promoting your best sales performer to sales manager? Think again! SUE BARRETT

View > Healthy salespeople, healthy sales: Monday, 17 March 2008 What sort of sales culture do you encourage: one of health and wellbeing or boozy living on-the-edge? SUE BARRETT

View > Trust-based relationships: Monday, 10 March 2008 I typed 'sales' into YouTube the other day. I must say the examples on offer were very disappointing. Why do people persist with such rubbish?

View > Peak performance in prospecting: Monday, 3 March 2008 A peak performing prospector is a salesperson who displays passion, self motivation and a results focus. Here's how to get there...

View > The optimistic sales professional: Monday, 25 February 2008 Optimism is an outlook that doesn't just make you feel better – it can help your sales results too.

View > Networking effectively: Monday, 18 February 2008 Networking is not selling – it requires a different approach. Consider the interview, online and farming techniques...

View > Sales training is not a luxury – it’s essential: Monday, 11 February 2008 Keeping you and your sales team “match fit” and actively engaged is paramount to your survival and success. How do you do it? Here's how...

View > Watch who you let near your mind: Monday, 4 February 2008 It's easy to let the heavy talk of negative markets weigh down your efforts. That's not the attitude that will see you survive – and thrive – these tough times.

View > Getting past the gate keeper: Monday, 21 January 2008 Gate keepers are just doing their job, and you will have more success if you work with them than just try to get around them.

View > A car sales story with a difference: Monday, 14 January 2008 Has anyone ever heard of a “good” car sales story? This may be it...

View > In business for 13 years: Monday, 7 January 2008 Why do we do it? Each new year I ask myself this question, and every year a new lesson is added to my list.

View > Meditation as a path to happiness: Sunday, 23 December 2007 'State of mind' can be a powerful tool. Here are some methods to help you harness your own potential.

View > Making the most of up-selling and cross-selling: Monday, 17 December 2007 I've learnt a few things about up-selling and cross-selling, but not without making a few stumbles. Here's how you can do it too (without the stumbles).

View > Don’t tell me it’s out of your control: Monday, 10 December 2007 Heard these before? “It’s out of my control.” “I can’t do anything about it.” “I’m just the sales person.” It's time to put an end to this sort of nonsense.

View > You’re on show: Monday, 3 December 2007 Selling the 'sizzle' just doesn't cut it anymore. Relevance and co-operation are key; not just to success, but to survival.

View > Broken promises & bagging the competition: Monday, 26 November 2007 Nothing irks customers more than a salesperson bagging the other guy, or not delivering on promises.

View > Territory management vs account management: Monday, 19 November 2007 Don't think that all those sales terms – account development, management, territory management – are superfluous. Here's why...

View > A time to reflect: Monday, 12 November 2007 Self-reflection can be an amazingly beneficial tool. Here are some tips to get you started...

View > Same same, but different: Monday, 5 November 2007 Motivation is different between people, but it is also different between nations. A new study is revealing from a sales point of view.

View > 12-step field sales coach plan: Monday, 29 October 2007 Sales managers can focus too much on short-term goals rather than long-term effectiveness. Here is a 12-step plan to fix that.

View > Learn how to say ‘no’: Monday, 22 October 2007 Don't undervalue your service or product – customers, used to a discount, will not only see right through it, they will hound you for more.

View > What do clients want?: Monday, 15 October 2007 What do clients want? Not to be treated like idiots, for one. A good sales person has to know their business.

View > Your pre-call & post-call checklist: Monday, 8 October 2007 Your pre-call and post-call checklist should allow you to tick off your achievements as you make them – you'll feel much more in control.

View > What’s your competitive edge?: Monday, 1 October 2007 Competitive edge is like a knife edge – you need to hone it to keep that edge sharp.

View > Sales meetings: Monday, 24 September 2007 Meetings with your sales team are not just important, they are essential for survival.

View > If I hear “Oh let’s exceed our customers' expectations” one more time I will scream.: Monday, 17 September 2007 How much information do we really need? What it the right information to capture and manage? I like to keep it as simple as possible.

View > Being authentic in sales: Monday, 10 September 2007 Too many sales people (in particular those new to sales) feel they need to pretend to be someone else or be something they are not.

View > Not all customers are good customers: Monday, 3 September 2007 Some clients take up a lot of time and result in minimal sales – sort these out and you're ahead already.

View > Ashamed of being in sales: Monday, 27 August 2007 Many people shy away from selling as a career. Whether they are conscious of it or not, they don’t like how selling has been “sold” to them. I don’t blame them.

View > Missed & lost sales opportunities: Monday, 20 August 2007 Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? Here's your solution.

View > Costing cutting at the expense of sales? Bad move: Monday, 13 August 2007 Things feel uncertain? Don’t bunker down. This is the time to invest in your sales strategy and thrive.

View > Influencing vs negotiating: Monday, 6 August 2007 Your sales person's emotional IQ is now more important than their negotiation skills.

View > Sales recruitment: Monday, 30 July 2007 Many SMEs still find it very difficult to recruit effective sales people. And it’s not all due to the tight candidate market.

View > Mother of a sales performance: Monday, 23 July 2007 Behavioural control is something mothers are used to, but in sales the skill is more in the engagement.

View > Sales and emotional intelligence: Monday, 16 July 2007 We all would be mistaken to assume gender is a distinguishing factor in anything except pregnancy and childbirth. But in sales, there is always something to learn.

View > Changing sales perceptions: Monday, 9 July 2007 Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years?

View > MYTH: Cold calling is a good idea: Monday, 2 July 2007 When I first started in business, cold calling was de-rigueur. These days require a warmer approach.

View > Motivation or manipulation?: Monday, 25 June 2007 The sales profession needs motivation, sure. But cross the line into manipulation territory and result can be catastrophic.

View > Exceeding customers’ expectations?: Monday, 18 June 2007 If I hear “Oh let’s exceed our customers' expectations” one more time I will scream.

View > Selling and managing are not the same: Monday, 4 June 2007 I am aware that I am a better sales person than I am a sales manager. The two functions almost need separate budgets.

View > Burnt-out, tired, had enough?: Monday, 28 May 2007 I've been there myself – don't burnout before your time. There are always options.

View > Men are from mars…: Monday, 21 May 2007 I've done the research: in sales Men are from Mars and Women from Venus... we can learn from each other

View > Get me a woman: Monday, 14 May 2007 It was my research that led me to the title of this blog, and the data still stacks up well.

View > What is good selling?: Monday, 7 May 2007 I have often wondered what exactly is the magic quality that makes great sales people. Here's seven emerging sales competencies.

View > The huge cost of hesitation: Monday, 30 April 2007 I knew that being hesitant in the sales arena was a no-no, but I didn't know just how much business it could cost.

View > How NOT to make a prospecting sales call: Monday, 23 April 2007 My phone at home rang, and the spiel began. I felt disengaged and disinterested. What are they thinking?!

View > Professional visitor or professional sales person?: Monday, 16 April 2007 I am seeing a lot of time wasted by sales staff aimlessly chatting with clients.

View > Sales recruitment and the use of online psychometric assessments: Monday, 2 April 2007 Psychometric assessments for sales staff are all the rage, but beware – no one criterion is fail-safe.

View > Are your self-promotion and prospecting tactics ethical or not?: Monday, 26 March 2007 Self promotion is quite an important skill. It is the intention behind it that can bring you undone.

View > You can’t improve salespeople without improving sales management first: Monday, 19 March 2007 A good sales person will not necessarily make a good sales manager — in fact, you can bank on it.

View > The trouble with sales training: Monday, 12 March 2007 Is sales training worth the bother? Not if sales management is not up to it.

View > Who is your brochure written for?: Monday, 5 March 2007 Who is your brochure written for, the client or you?

View > Marketing, sales and service silos — why?: Monday, 26 February 2007 Do your marketing and sales departments talk? And if they do, are they talking the same language?

View > A sales fix in time...: Monday, 19 February 2007 Feel like sacking your sales team? Here's how to turn their performance around.

View > Recruiting elite sales performers: Monday, 12 February 2007 You may have a sales strategy, but do you have elite sale performers? Here's how to get them.

View > The trick: no tricks: Monday, 5 February 2007 Sales people need to approach the right people with the right product or solution.

TOP OF PAGE