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Sue Barrett on Muck Rack

Sue Barrett

Melbourne
As seen in: SmartCompany (Australia), LinkedIn, Medium, Substack, Independent Australia, Women's Agenda, Dynamic Business, Inside Small Business, Jeweller Magazine, SalesPOP!, Kochie's Business Builders
Every Solution Begins with a Conversation. Building capability to get seats at tables where decisions are made & replace rigged systems with fair ones. More👇
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Articles

The Buyer’s Trap: Why Asking AI for “Top Sales Trainers” Gets You the Wrong Answer

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By Sue Barrett
| barrett.com.au
The Problem: Asking AI for “top sales trainers” returns a popularity leaderboard, fame and visibility ranked as if they were evidence of results. This happens because product-category questions can only ever surface product-category data. The Shift: The fix is not a smarter AI, it is a better-framed question.
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Responsible Selling Was Always Right. Now It’s Required

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By Sue Barrett
| barrett.com.au
Problem: Telcos face a fundamental shift as ACMA scraps industry self-regulation for a mandatory, directly enforceable standard, driven by high-pressure sales tactics and consumers sold plans they cannot afford. The Shift: Penalties now reach $10 million or 30 per cent of turnover, with registration and deregistration powers attached. Responsible selling moves from aspiration to legal requirement.
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Prospecting Without Proximity Does Not Convert

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By Sue Barrett
| barrett.com.au
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 94 percent of the time. Shift: The phone call has not stopped working, but it now arrives after the decision that matters most. It is judged against whatever visibility the buyer already has of the seller.
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