Top Sales Library - a resource of all things sales

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Challenging the Corporate Mystique

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Linda Richardson in conversation with Joanne Black The Feminine Mystique by Betty Friedan opens with the words, “The problem lay buried, unspoken, for many years in the minds of American women.  It was a strange…sense of dissatisfaction…” Ms. Friedan was writing about “the problem that has no name.”  Today, that problem – gender discrimination –… Read More

Client-Centric Satisfaction

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You just received an email from the chain hotel where you recently stayed. Along with offering their gratitude, the hotel seeks your feedback through a survey, no doubt in the interest of continuous improvement. And they ask you to provide satisfaction ratings for some very important categories they’ve chosen. Listed are food quality, staff friendliness,… Read More

Close the Deal: Augmenting Sales Professionals with AI for Higher Sales Performance

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Introductory paragraph: By its nature, sales is centered on the ability of a representative to engage a prospect, build a relationship, and fulfill his or her needs to close the deal. While digital channels might garner curiosity, sales representatives must guide prospects from initial interest through to the final signature. Trusted conversations between sales representatives… Read More

Coaching Sales People into Champions

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Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach… Read More

Confessions of a Sales Rebel

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I still remember when the first CRM was rolled out. Prior to that, we used an XLS spread sheet macro at the branch and division level that rolled up to HQ. The old process was simple enough. We measured, at the rep level, calls, appointments scheduled, sales, and revenue. Every Friday, I plugged in my… Read More

Conversations That Sell

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Today’s buyers want more from sales professionals than a simple consultation… What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3 …where they, the seller, and the organization, achieve a winning outcome. “Conversations That Sell” introduces sales professionals to the collaborative conversation skills they need to capture the… Read More

Crushing Quota

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Jonathan Farrington in conversation with Michelle Vazzana PhD, CEO and Partner, Vantage Point Performance Amongst the questions I put to Michelle was what differentiates her new book, Crushing Quota? Michelle responded: “Firstly, it is the result of two multi­year research projects into the coaching practices of high­ performing sales managers. It’s based on science, not anecdote…. Read More

Cultural Revolution: The 4 Elements That Will Transform Your Outbound Sales Prospecting Team’s Culture

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If there’s one question that Sales Managers ask more than any other, it’s what they can do to get the best performance from their teams. Hitting your number depends on a lot of factors — the quality of your product, the effectiveness of your sales process and the inherent skill of your reps, among others… Read More

Currently, Gender Parity in Sales Hasn’t Happened. In The Economic Sector As a Whole, Women Still Lag Behind Men

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Even though women account for roughly half of the labor force supply and more than half of global consumer demand, they are not widely represented in a range of industries like sales and are not earning as much as men in sales. While women are over-represented in underpaying jobs, they aren’t moving into more lucrative… Read More

Customer Experience, Customer Centricity, Customer Success, Is There any Difference?

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Jonathan Farrington in conversation with Tiffani Bova. “Customer Experience, Customer Centricity, Customer Success, Is There any Difference?” is the subject of the latest JF Interview and Jonathan’s guest is Tiffani Bova, Sales Strategist and Futurist Global Growth and Innovation Evangelist, Salesforce. They both have much to say on the topic and we think you will enjoy… Read More

Defining Success in the Midst of Change

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As we all move forward, our plans and strategies will evolve. That well-overused term – the New Normal, is a challenge all selling organizations face. Examining the future durability of our business models will result in adjustments and in some cases, major overhauls. But before we gather our socially-distanced management teams in conference rooms for… Read More

Design Thinking: How The Most Customer Focused & Transformational Sales Strategies Are Built

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Designers make everything better. They know what everyone wants, and then they deliver. When something looks good, we can tell. When something feels right, we know. When something just works the way it should, we connect. That is what makes designers so valuable, they create things we feel like we have always needed. Designers are not smarter… Read More

Developing Millennials Into Great Salespeople

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Jonathan Farrington in Conversation with Bill Butler Jonathan’s guest this week is Bill Butler, CEO of Journey Sales and they are discussing a very hot topic, “Developing Millennials into Great Salespeople” Amongst the questions Jonathan poses are,“Can Millennials become great B2B salespeople?” “What are some of the differences between a boomer and a Millennial salesperson?”… Read More

Discover the Difference Between Great Slides and Great Presentations

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Jonathan Farrington is in conversation with Simon Morton  Simon Morton is an internationally recognized expert on presentation development and is the founder of Eyeful Presentations, one of the top three presentation consultancy and design companies in the world. In this latest episode of the JF Interview series, Simon discusses, amongst other things, the need to… Read More

Don’t be that boss! Be that coach!

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Coaching to drive performance is a hot topic and with good reason: Coaching consistently helps drive stronger results. What’s more, employees with great coaches usually outperform their peers, they’re more engaged on the job, and they expend more discretionary effort to get the job done. But how can you shift from being a that boss… Read More

Don’t Worry, Be Happy as a Social Seller

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Social selling is your new secret weapon for reaching your sales targets. If you currently hold a quota-carrying sales position or had one in the past, then you’ve likely worried about reaching your targets at one point in time or another. This stress simply comes with the territory. Everyone in sales has months or quarters… Read More