Top Sales Library - a resource of all things sales

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Leveraging Linkedin As A Prospecting Resource

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LinkedIn is a massively underutilized prospecting resource. The strategy we’re about to share with you involves face-to-face contact with people you already know. It’s a best practice we use and have coached others to use as a means of generating substantially larger numbers of referrals via LinkedIn.   When you schedule a meeting with one… Read More

Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams

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Many relationships never progress past “you’re on mute.” Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera’s constraints and communicate with greater influence, credibility, and engagement. Whether you’re a salesperson, a business… Read More

Losing Deals? Blame Your Buying Personas

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Ever-increasing sophistication: Sales forces have been on a long, steady march to increase our sophistication. In the old days (you know… the 20th century), sales forces first transitioned from a landscape with little organizational rigor to an era of sales process.  It became common knowledge that there was a ‘best’ way to sell to customers,… Read More

Mindfulness in Enterprise Selling

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Jon Kabat-Zinn is professor of medicine at The University of Massachusetts and a world-renowned expert on the topic of mindfulness. He explains the concept in rather simple terms by stating that “Mindfulness means paying attention in a particular way, on purpose, in the present moment and nonjudgmentally”. Interesting. Of course, we’ve all heard about mindfulness… Read More

More Sales, Less Time

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Jonathan’s guest this week is Jill Konrath, an in-demand keynote speaker, author of 3 bestselling sales books already, a sales strategist and an award­ winning sales blogger. Now Jill has a brand new book out, “More Sales, Less Time” and in the latest episode of the JF Interview series, she shares some enlightening facts behind the… Read More

More Women in Sales is Good Business

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When I began selling technology solutions 20+ years ago, the ratio of women to men was pretty off kilter. By now, you would expect that the ratio of women to men in sales organizations would have become a little more equal, especially in the leadership ranks. Unfortunately, statistics from multiple research studies tell a different… Read More

New Sales Management Coaching Program

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Jonathan Farrington in conversation with Steven Rosen, CEO and Executive Coach at STAR RESULTS Steven Rosen is the CEO and Executive Coach at STAR RESULTS. In this interview we discuss Steven’s new coaching program for sales managers, why only 6% of sales managers, globally, are believed to be properly equipped to coach effectively (Source: Objective… Read More

NonStop Sales Boom: Powerful Strategies to drive Consistent Results All year long!

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Jonathan Farrington interviews Colleen Francis, Founder and President, Engage Selling Why did you decide to write Nonstop Sales Boom now? Over the last few years, I’ve seen an increasing trend that is impacting most businesses I work with. Time and time again, prospects and clients will say to me, “We don’t need you or any… Read More

On Top of the Revenue Marketing World – Interview with Debbie Qaqish

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Jonathan Farrington interviews Debbie Qaqish, Principal Partner and Chief Strategy Officer for The Pedowitz Group, a Revenue Marketing™ agency, and author of the 2013 Top Sales Book of the Year, “Rise of the Revenue Marketer” JF: Why did you feel the need to write a book on Revenue Marketing? DQ: It was all about the “missing dialog.”  As… Read More

Pick Up the Damn Phone!™ How People, Not Technology, Seal the Deal

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You’ve heard it: Television will kill radio. Video killed the radio star. And social media and the Internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media, and other technology tools empower us to sell more efficiently and cost-effectively. But if you think back over your most successful business… Read More

Race to Amazing Your Fast Track to Sales Leadership

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Jonathan Farrington in Conversation with Krista Moore, President/CEO, K.Coaching, Inc They are discussing Krista’s recently published new book “RACE to AMAZING YOUR FAST TRACK to SALES LEADERSHIP.” Krista shares her own personal stories, setbacks, and successes, with many real-life sales leadership situations, which she has coached her clients through. In essence, Krista introduces a powerful process… Read More

Re-Building Marketing to Support Sales

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Sales groups and marketing groups are famously at loggerheads. The sales group claims the marketing group provides bad leads while marketing claims sales doesn’t follow-up on leads marketing gives them. Dig deeper and you sometimes discover disagreement about basic issues, such as the intended market and target customer. Top executives find these disagreements profoundly frustrating…. Read More

Real-Time

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In the first sentence of his LinkedIn bio, David Meerman Scott boasts of being sacked in 2002 in one of the worse job markets in history.   The same radical thinking that got him fired has made him one of today’s most respected sales and marketing strategists and thought leaders. Drawing from his experience as a… Read More

Sales and Marketing Must Change the Way They Engage and Deliver Customer Value, Right Now

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COVID-19 has forced many organizations to shift rapidly to virtual meetings, virtual events and fully digital programs and techniques. Field driven sales and marketing activities as we’ve known them have stopped for some organizations, and for others, they have been severely constrained. Getting access to the full suite of decision makers and decision influencers on… Read More