Common Sales Problems

Barrett Sales Blog

Subscribe to receive weekly advice and tips for people who live by selling something

Visit the Barrett Sales Blog ....


Neil Shilbury, former Head Small to Medium Business ANZ (Australia)
Using the Earning What You Are Worth program Barrett Consulting Group has assisted in providing the Small to Medium Business Northern Region management team with the framework to instigate a cultural change into our business. This has been via:
  • the running of successful staff training seminars on what it means to be a successful sales person & what are the basic skills more

What others are saying

"You taught me that if I am to change as an individual that I must change from the inside out. You helped me realise that I do count for something, that nothing is out of reach and that I have the potential to realise the many opportunities available to me."

Manager, RACV
"Business is not just doing deals; business is having great products, doing great engineering, and providing tremendous service to customers. Finally, business is a cobweb of human relationships."
Ross Perot


Sue Barrett

Founder & Managing Director BARRETT P/L


BSc, Cert (Strategic Management), Cert IV (Accredited Workplace Assessor & Trainer) Accredited Executive Coach (IEC); Cert. Theta Healing Practitioner; Inducted into the Business Women' Hall of Fame 2000; 1997 Winner of Telstra & Victorian Government Small Business Award; Finalist 1998 & 2001 Telstra Business Woman of the Year Awards; ACE Sponsor of Victorian Institute of Sport (VIS) 1991 - present Director, Swimming Victoria (past)

Sue's Sales Blog.

'Selling is everybody's business and everybody lives by selling something' so says Sue Barrett, sales expert, writer, business speaker and adviser, facilitator, sales coach, training provider and entrepreneur. In that respect as we move into the 21st Century, Sue says nothing has changed. However the way we sell and the way we do business in the 21st Century is very different from the traditions established in the 20th Century. It requires a different philosophy and a different approach. Selling and service go hand in hand requiring us to be much more proactive. There are now very few absolutes and everything is subject to evolution and reinvention. Sue says that business is not just about doing deals any more; it's about developing strong relationships that go beyond great products, great service and great design and instead focused on cultivating real value beyond price. Sue believes that 21st Century Selling is about the fair exchange of value where people buy from people they trust and in turn they achieve real results.

Founder and Managing Director of BARRETT (est. 1995), one of Australia's leading sales consulting firms specialising in Sales Strategy, Sales Force Design, Assessments, Sales Training and Sales Coaching, Sue and her team are changing the way people sell and do business. Since inception, Barrett has worked with hundreds of Australian companies as well as many other organisations around the world challenging thinking to create compelling reasons and continuous learning pathways for people and organisations to develop their skills, knowledge and mindsets to create the shifts they want and ensure they are well informed and equipped for the sales journey ahead. You don't have to be a sales person to benefit from her knowledge and insight. If you have an idea, capability, product, service or opportunity that you want to take to market then Sue says you need to be able to sell - ethically, honourably and effectively. She believes that everyone lives by selling something and that all of us, no matter our background, can achieve excellence through purposeful action.

Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators. Her ability to distil complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action.

Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for since 2007, and is also regularly published on other highly regarded publications in Australia and overseas such as Australian Anthill Magazine, Niche Magazine, Nett Magazine, and Dynamic Business.

Prior to founding Barrett, Sue was a lead consultant for a major consulting recruitment firm specialising in sales recruitment and commenced her business career in the pharmaceutical industry. Sue has two young sons with her partner Jobst, is a competitive swimmer and hockey player, enjoys painting and performing in musical theatre, and is a keen practitioner of yoga and meditation.

Other Achievements

  • First in Australia to put the profession of Selling on the University Agenda with the Barrett Sales Essentials Program now accredited as a Diploma of Business and Certificate IV in Business Sales at Swinburne University of Technology
  • Built the first Australian Sales Competency Dictionary based on Australian and international research
  • Psychometrically assessed over 70,000 people in sales, business development and leadership
  • Mapped over a hundred different types of sales roles, including sales leadership, across a number of industries
  • Interviewed more than 9,000 leaders in business about sales performance, culture and sales leadership
  • Trained and coached over 15,000 sales people and sales managers in sales behaviours, selling skills, sales psychology and sales processes in Australia, New Zealand and Asia-Pacific.
  • Key sponsor of the Victorian Institute of Sport ACE (athlete career and education) Program since 1995.
  • Produces and publishes the annual Barrett 12 Sales Trends Report

Sue is passionate about

  • Assisting people and leaders becoming masterful at selling, leadership and interpersonal communications.
  • Pioneering ideas and innovation that lead to sharing ideas and experiences and greater sales performance
  • Cultivating knowledge and personal insights that lead to sales and personal transformations.
  • Collaborating and creating sustainable solutions by looking beyond the quick fix.

Jobst Schmalenbach

General Manager & Geek

Jobst Schmalenbach

Jobst was born and raised in Muenster which is in the north west of Germany. Having completed his trade apprenticeship as a Fitter and Turner, he returned to school to complete his senior years before going on to study a Degree in Mechanical Engineering.

Whilst he was studying at university, Jobst worked for his father's business which supplied all the internal furnishing and painting needs including tools for homes and small businesses. In addition, he drove for a large trucking company throughout Europe and was a DJ for a number of years. Upon graduating he was employed as a mechanical engineer but found the business and industry too restrictive.

Jobst migrated to Australia in 1989 and commenced his degree in Computer Science at Flinders University. He met Susan at the National Masters Swimming Titles in Brisbane in 1990 and later that year he moved from Adelaide to Melbourne to continue his studies at Monash University where he successfully completed his Bachelor of Digital Systems with First Class Honours.

Jobst started working part time for BARRETT looking after the computer system. Further he continued his studies doing a PhD in Adaptive Fuzzy Controls that he never finished due to the work at BARRETT.

Jobst has provided strong practical, intellectual and moral support for BARRETT, being the catalyst behind Susan commencing her own business.

Jobst is the General Manager of Barrett Consulting and is further responsible for System Administration, Web Design and the Online Presence of BARRETT,developing the computer system and other technical equipment which allows for the continued development of suitable systems for our work.



Peter Finkelstein

Senior Consultant, Sales Strategist and Facilitator

Peter Finkelstein Bio Image

Dr. Peter Finkelstein comes to Barrett's with a wealth of global sales and strategic experience across a wide spectrum of industries.

Originally from Johannesburg South Africa, he has worked in England, France, Germany, USA and Dubai where he has trained, coached and entored sales executives and sales leaders. He is also well known and respected for the many sound sales strategies he has assisted organisations develop.

In the some 40 years of his career he has been a sales executive, key and global accounts manager and sales director, as well as a sales trainer, university lecturer and sales consultant. He lectured at one of South Africa's leading business schools - The Gordon Institute of Business Science (GIBS) as well as at The Southern Business School (South Africa) - a distance< learning university for disadvantaged people in Africa.

Peter has developed many different sales training programmes from basic sales skills to advanced strategic account management and sales leadership. He has successfully trained people in retail, finance, IT, and even professional services such as lawyers and accountants.

He developed the unique executive development programme "Designing a Sales Strategy Programme" which is now also part of the GIBS university curriculum.

Having trained thousands of salespeople and consulted to hundreds of companies, his real passion boils down to seeing people grow and contribute more to the well being of themselves, their families and the organisations they represent.



Rebecca Accadia

Senior Consultant - People & Organisational Psychologist, Registered Organisational Psychologist

Rebecca Accadia

Rebecca is a registered psychologist who has a particular interest in helping individuals, teams and organisations to achieve their full potential. Adopting a highly professional and ethical approach, Rebecca is able to draw on a broad range of practical and technical skills to ensure that she is able to offer the most effect tailored solutions to address our client's needs. Over the last 12 years, Rebecca has worked across a range of industries, including hospitality, health, finance, NGOs, recruitment, education, government and research. She has spent over four years working in social research, where she specialised in strategic and organisational development.

She is a firm believer in the value of benchmarking and evaluation and enjoys working with all forms of data. A skilled interviewer and presenter, Rebecca appreciates the importance of combining qualitative and quantitative data to gain a full understanding of presenting issues and develop well rounded solutions. She firmly believes in working in partnership with our clients to help identify their needs and allow them to leverage their internal skills and resources to achieve their goals.

Learning & Development

Jens Hartmann

Head of Learning & Development; Lead Trainer, Facilitator, Coach, Instructional Designer

Jens Hartmann

Jens joined Barrett with a solid background in training, coaching and executive development as well as with extensive experience in the sales and service industries. He started in sales himself in 1988 and worked for several banks. For the last 15 years Jens has been developing and leading projects, managing the full spectrum of L&D functions: management consulting, project management, instructional design, implementation and facilitation of made-to-measure training & coaching programs. He is highly regarded as Management Development Specialist and Performance Coach with a strong sales and efficiency focus, especially in environments undergoing change and restructuring. Jens has worked with major corporations and financial institutions as well as for several universities and colleges.

He indulges in tailoring goal oriented competency frameworks, communication strategies, highly interactive training programs or complex L&D concepts for our customers. But he also enjoys being out in the field facilitating, coaching people and supporting them right in their everyday line of work.

Jens grew up in Germany where he first completed his degree in Business and Banking. After having worked for a couple of years, he also studied Communication at the University of Arts in Berlin. For many years he worked in cooperation with several consulting companies and was co-owner of one himself before he decided it was time for a sea change and moved to Melbourne.

Client Services and Administration

Astrid Silberman

Client Services and Administration

Astrid Silberman

Astrid is originally from Buenos Aires, Argentina where she studied at Universidad Argentina de la Empresa (UADE) to obtain a Bachelor in Marketing.

Astrid worked as a Marketing consultant in Buenos Aires before moving to Melbourne with her family in 2003.

Astrid has extensive experience in dealing with a broad range of industries ensuring consistent high quality outcomes for clients.

Astrid is passionate about sustainability in all aspects of life, from a personal perspective to a global point of view and believes that education is always the solution.


Owen McKenna

Head of Web Development

Owen McKenna

Owen has been working in web / software development since completing a "dual award" Computer Science / business degree at RMIT, in Melbourne in 2005. He was thrown in the deep end on various HSE legal compliance software projects and quickly found that the buzz of delivering on projects that helped people do good work betterwas tantalisingly attractive. Owen has developed some pretty nifty online tools to make life easier for many of Australia's top environmental and safety managers and he has worked on large-scale educational software that's been rolled-out in schools across Australia.

He loves to write code but he equally loves to interact with customers and other team members and this combination is not common among people in IT. The blending of the two worlds, technical and human, comes naturally to Owen because for him its all about being part of something positive, doing whatever you do better and being able to look up from your work and smile.


Sandy Finkelstein


Sandy Finkelstein

Originally from South Africa where Sandy was involved in conducting both primary and secondary research for the sales consulting practice DaiSho Marketing, Sandy has extensive experience in telephonic interview and secondary research as part of sales segmentation, customer perception and satisfaction surveys and indices.

Having worked in politics, and with a commercial background, she is able to obtain research data that can be used to identify key issues and perceptions, as well as validate conclusions, models and concepts.










Coaches, Trainers and Facilitators

Marie Farrugia

Consultant, Coach, and Facilitator

Marie Farugia Portrait

Certificate IV in Workplace Assessment & Training; NLP (neurolinguistic programming) -- Master level

Marie Farrugia is a coach, speaker, trainer and facilitator. She has worked with numerous public, private and not-for-profit clients: They have included: IBM -- Global Business Services; Commonwealth Bank; BMW Group Australia; Latrobe University; CPA Australia; Financial Planners Association of Australia; Master Builder's Association; Australian Red Cross; VECCI; various Councils/Shires and other Associations. Thousands of people across Australia and New Zealand have enjoyed and benefitted from seeing her in action.

The Victorian Chapter of the National Speakers Association of Australia voted her 2006 Speaker of the Year, based on her ethical conduct, industry contribution and speaking success.

Marie has extensive sales experience began as an Internal Sales Administrator then moving into full time sales roles in Telemarketing and Account Management in the Waste Removal, Building, Recruitment and Retail sectors.

Simon Madden

Coach, Trainer and Facilitator

simon madden portrait

15 years experience in education and 15 years management and sales experience. Executive member of the AFL Players Association. All-Australian Selection nine times. Australian rules footballer for the Essendon Football Club from 1974 until 1992. Played 378 senior VFL /AFL matches, 4th highest in VFL/AFL History. Won 4 Essendon best and fairest awards (1977, 1979, 1983 and 1984). Captained Essendon in the 1980 and 1981. Back-to-back premiership sides in 1984 and 1985, Winner of the Norm Smith Medal for best on ground in the 1985 Grand Final.

Few Australian footballers come close to matching Simon’s achievements at this elite level of football. With his experience in education, business and elite sport, Simon Madden has a unique outlook on what it takes to be successful. Couple this with his passion for improving people and you have a powerful formula for understanding and facilitating the process of winning.

Simon combines his years of experience and knowledge to provide you with the philosophies, insights and processes to assist you to develop and harness the strengths of your people. Driven by his underlying belief that if you improve your people you improve your business, Simon offers a range of services to help your people connect with their work, their colleagues and their clients in exciting and invigorating ways. Whether it’s a keynote motivational speaking engagement, a planned, tailored coaching program, an in‐depth training course for your leadership team or sales staff or a multi levelled, multi faceted engagement across your whole business; let us help you improve your people, align their aspirations with the goals of the organization and in turn improve your business.

Kelly Rothwell

Organisational Psychologist

Kelly Rothwell

Kelly is a registered Psychologist who has a particular interest in identifying and developing the potential within individuals and teams. Her professional training and experience enables her to have a scientific understanding of human behaviour, an ethical and genuine approach to consulting and people management initiatives, and a broad range of practical and technical skills and knowledge.

Kelly has had extensive experience in culture change and transformation, general human resources, leadership development, recruitment and consulting within the mining, heavy Industry, banking, and recruitment industries, across numerous countries and cultures. She has experience in selection methodologies and processes, performance management, career development, behavioural competency profiling, coaching, training and development, and change management. Kelly is skilled in a range of assessment tools including psychometric testing, assessment centres, structured behavioural interviewing, and tailoring selection and development packages for all levels of roles within business.

Her working philosophy is to partner with internal and external customers to identify their needs, determine the most optimal solution for a situation or challenge, and working alongside them to assist them in meeting their needs.

FacebookTwitterDiggStumbleuponGoogle BookmarksRedditNewsvineTechnoratiLinkedInPinterest
Load Testing by Web Performance